| 000 -LEADER |
|---|
| fixed length control field |
00684nam a2200217 a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| ISBN |
0887305083 : |
| 082 04 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.81 |
| 100 1# - MAIN ENTRY--AUTHOR NAME |
|---|
| Personal name |
Rackham, Neil |
| 245 00 - TITLE STATEMENT |
|---|
| Title |
Managing major sales : practical strategies for improving sales effectiveness / |
| Statement of responsibility, etc |
Neil Rackham, Richard Ruff |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
1st ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication |
New York : |
| Name of publisher |
Harper Business, |
| Year of publication |
1991. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Number of Pages |
x,259p. : |
| Other physical details |
ill |
| 520 0# - SUMMARY, ETC. |
|---|
| Summary, etc |
Business |
| 650 17 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical Term |
Sales management |
| 650 27 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical Term |
Selling; Productivity; Sales force |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Ruff, Richard |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
CIU Library |