By Jim Taylor, Stephen Kraus and Doug Harrison
Chapter Five: Theory into Practice: Thirteen Expressions of Passion in Selling
“An ounce of action is worth a ton of theory.”
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","iv":"84b9bc681b6d6a75bfd2dd1263d734b0","s":"30417aa0fd4f2f6d"}