...Joan Padgham 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...

... Employee development Human resource management Management attitudes Managers Searle UK Strategy Training When line managers own and drive training and development, performance improvements usually result. Nicola Mindell, a business psychologist at Interactive Skills Ltd, worked on change...