| 000 -LEADER |
|---|
| fixed length control field |
00584nam a22002057a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20190826145111.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
130105t1991 enk||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780566028694 |
|
|---|
| International Standard Book Number |
0566028697 |
| 041 ## - Language |
|---|
| Language code of text/sound track or separate title |
eng |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.85 |
| Item number |
R122 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| 9 (RLIN) |
2715 |
| Personal name |
Rackham, Neil. |
| 245 14 - IMMEDIATE SOURCE OF ACQUISITION NOTE |
|---|
| Title |
The management of major sales / |
| Remainder of title |
Neil Rackham, Richard Ruff. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication, distribution, etc |
Aldershot : |
| Name of publisher, distributor, etc |
Gower, |
| Date of publication, distribution, etc |
1991. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
viii, 169 p. : |
| Other physical details |
ill. ; |
| Dimensions |
30 cm. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Salesmanship |
| 9 (RLIN) |
21536 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Ruff, Richard |
| 9 (RLIN) |
21537 |
| Relator term |
author |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Item type |
Book |
