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The medical representative

Joan Padgham (Human Resources Manager at Searle, High Wycombe, Buckinghamshire, UK. She may be contacted on 01494521124.)

Management Development Review

ISSN: 0962-2519

Article publication date: 1 April 1995

882

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

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MCB UP Ltd

Copyright © 1995, MCB UP Limited

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