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":"5b9f2ec0c9654e95fe8452d2d4e0a313","s":"727311435307e019"}