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":"a3a83a5324d94de2dcd9e1f2e8cf7e59","s":"0cf6d9e7b7e3de72"}