Numerous studies show that people will rise, or fall, to the level where their superiors believe them capable. As a manager, it is up to you to have high expectations for your employees, and to communicate those expectations to them. In Pygmalion in Management, J. Sterling Livingston urges you to understand the power you have over your subordinates' success, and use it to benefit everyone involved. Since 1922, Harvard Business Review has been a leading source of breakthrough ideas in management practice. The Harvard Business Review Classics series now offers you the opportunity to make these seminal pieces a part of your permanent management library. Each highly readable volume contains a groundbreaking idea that continues to shape best practices and inspire countless managers around the world.

This reissue of a classic book (the first edition of which sold 50,000 copies) explores the 'Pygmalion phenomenon', the self-fulfilling prophecy embedded in teachers' expectations.

As the president of a major sales company and experienced sales management trainer, author William Miller provides sales managers a proven method for successfully managing both sales processes and salespeople. Packed with specific, field-tested techniques, ProActive Sales Management teaches readers how to: motivate a sales team; get their sales team to prospect and qualify; create a proactive sales culture; effectively coach and counsel up and down the sales organization; reduce reports to one sheet of paper and 10 minutes a week; forecast with up to 90 percent accuracy; and take A players to A+ levels. Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them while multitasking with managing complex sales processes in order to close more and more deals. Packed with all new metrics and tactics for making the numbers in today’s sales environment, ProActive Sales Management is an invaluable resource for this brand of highly in-demand leaders.

George Bernard Shaw is one of the most famous and celebrated Irish playwrights and this new collection brings together the very best of his witty and entertaining comedies in one volume; Pygmalion, Major Barbara and Androcles and the Lion. Part of the Macmillan Collector’s Library; a series of stunning, clothbound, pocket-sized classics with gold foiled edges and ribbon markers. These beautiful books make perfect gifts or a treat for any book lover. This edition has a preface by Oscar-winning actress Judi Dench. Pygmalion was first performed in 1914 and was an instant hit which then inspired the hit musical and award winning film, My Fair Lady. It tells the story of Eliza Doolittle and Henry Higgins, who tries to elevate a feisty flower girl out of her working-class roots and into high society. In Major Barbara, idealistic Barbara is a major in the Salvation Army, at odds with her millionaire father as they war over the best route to salvation. Androcles and the Lion is a clever retelling of the Bible story about a gentle Christian who pulls a thorn from a lion’s paw. All three plays are not only wonderfully amusing, they also showcase Shaw's intense concerns about poverty, class and inequality.

As organizations continue to develop and adapt in today’s modern society, various approaches have begun to emerge as managers look for the best techniques to improve company performance. Appreciative inquiry is the practice of maintaining a positive and optimistic environment within the workplace, and it’s a concept that has transformed many corporations as it spread across the globe. Understanding this powerful shift in employee perception requires considerable research on how appreciative inquiry is affecting various companies worldwide. Appreciative Inquiry Approaches to Organizational Transformation provides emerging research that serves to increase the productivity of individuals and organizations exponentially by sharing case studies from organizations where appreciative inquiry has been implemented successfully as well as best practices that can benefit organizations and common pitfalls that can be avoided by becoming more vigilant. Featuring coverage on a broad range of topics such as individual execution, productivity, and occupational solutions, this book is ideally designed for managers, practitioners, corporate professionals, executives, researchers, educators, and students.