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Marcus Buckingham and Curt Coffman of the Gallup Organization present the remarkable findings of their massive in-depth study of great managers across a wide variety of situations. Some were in leadership positions. Others were front-line supervisors. Some were in Fortune 500 companies; others were key players in small, entrepreneurial companies. Whatever their situations, the managers who ultimately became the focus of Gallup's research were invariably those who excelled at turning each employee's talent into performance.

In today's tight labor markets, companies compete to find and keep the best employees, using pay, benefits, promotions, and training. But these well-intentioned efforts often miss the mark. The front-line manager is the key to attracting and retaining talented employees. No matter how generous its pay or how renowned its training, the company that lacks great front-line managers will suffer.

Buckingham and Coffman explain how the best managers select an employee for talent rather than for skills or experience; how they set expectations for him or her -- they define the right outcomes rather than the right steps; how they motivate people -- they build on each person's unique strengths rather than trying to fix his weaknesses; and, finally, how great managers develop people -- they find the right fit for each person, not the next rung on the ladder. And perhaps most important, this research -- which initially generated thousands of different survey questions on the subject of employee opinion -- finally produced the twelve simple questions that work to distinguish the strongest departments of a company from all the rest. This book is the first to present this essential measuring stick and to prove the link between employee opinions and productivity, profit, customer satisfaction, and the rate of turnover.

There are vital performance and career lessons here for managers at every level, and, best of all, the book shows you how to apply them to your own situation.

The writing style of the ten previous editions has been highly praised. Students easily comprehend chapter concepts because of the conversational tone used throughout the book. The authors have made every effort to ensure that the writing style remains engaging, lively, and consistent which has made this text the market leading text in the Advanced Accounting market. The 11th edition includes an increase integration of IFRS as well as the updated accounting standards.

THE NUMBER ONE COLLEGE GUIDE

The Fiske Guide to Colleges is the most trusted source of information for college-bound students and their parents. For more than 25 years, students, parents, and guidance counselors have relied on its unbiased, straightforward reviews of the 320+ best and most interesting colleges and universities. Every student is different. So is every college. Let the Fiske Guide help you find which one is your perfect match.

Fully updated and expanded every year, the Fiske Guide has all the information you need to choose a college that's right for you. Careful research as well as testimonials from real students from each college provide helpful, honest information about the academic climates and courses, along with the important social and extracurricular scenes at great schools in the United States, plus Canada and Great Britain.

GET THE INFORMATION THAT REALLY MATTERS
--An easy self-quiz to help you understand what you are really looking for in a college
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--A list of schools with strong programs for learning disabled students
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--Going well beyond just college rankings, thorough articles highlight the key aspects and "personality" of every school in the book, written by the former education editor of the New York Times

THE #1 BESTSELLING COLLEGE GUIDE
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Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and“Why do techniques like closing work in small sales but fail in larger ones?”

You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

The authors present the complete guide to ANSI standard C language programming. Written by the developers of C, this new version helps readers keep up with the finalized ANSI standard for C while showing how to take advantage of C's rich set of operators, economy of expression, improved control flow, and data structures. The 2/E has been completely rewritten with additional examples and problem sets to clarify the implementation of difficult language constructs. For years, C programmers have let K&R guide them to building well-structured and efficient programs. Now this same help is available to those working with ANSI compilers. Includes detailed coverage of the C language plus the official C language reference manual for at-a-glance help with syntax notation, declarations, ANSI changes, scope rules, and the list goes on and on.