The medical representative
Abstract
Describes how representatives are developed to succeed in competitive GP environments, by examining the policy of Searle UK, a medium‐sized pharmaceuticals company. Concludes that improving people‐management skills has to be accompanied by improved business management skills. Indicates that this has been achieved at Searle by giving autonomy to each business unit.
Keywords
Citation
Padgham, J. (1995), "The medical representative", Management Development Review, Vol. 8 No. 2, pp. 26-29. https://doi.org/10.1108/09622519510082019
Publisher
:MCB UP Ltd
Copyright © 1995, MCB UP Limited