Search results

1 – 1 of 1
Article
Publication date: 1 April 1995

Joan Padgham

Describes how representatives are developed to succeed incompetitive GP environments, by examining the policy of Searle UK, amedium‐sized pharmaceuticals company. Concludes that…

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.

Details

Management Development Review, vol. 8 no. 2
Type: Research Article
ISSN: 0962-2519

Keywords

1 – 1 of 1