CHAPTER 2
Lapdogs, Dobermans, and Retrievers: Motivating the Breed that You Need
AT THE EDGE OF PHILADELPHIA’S CENTER CITY we inched along the Schuylkill Expressway, nicknamed the “Sure Kill Distress-way” for what some say is the traffic and others say are the resulting accidents. It was just after 9:30 a.m., it was already hot, and traffic was still jammed from rush hour. Tony, a salesman for a shipping services company, was driving as we headed to see a manufacturer that was one of his largest accounts. The pace of the traffic foreshadowed the sales call we were about to have.
As we pulled into the parking lot of an aging distribution center, Tony told me his plans. “I’m glad we got out to this customer ’cause I’m gonna be on vay-cay next week ...
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