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":"9c915c093178726488821be5dbf1a841","s":"e6f27bde2bdc708f"}