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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:
Autonomy,
Employee development,
Field salesforce,
Management,
Recruitment,
Searle UK,
Strategy,
Training
© MCB UP Limited
1995
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