Eli Lilly gets the right prescription for training Cialis sales representatives: Drug launch "the most successful in the company's history"

Source: Human Resource Management International Digest, Volume 12, Number 5, 2004 , pp. 11-13(3)

Publisher: Emerald Group Publishing Limited

Abstract:

Training given to 250 UK sales representatives of the global pharmaceutical company Eli Lilly and Co. helped to make the launch of the firm's male anti-impotence drug Cialis the most successful in the firm's 128-year history. The training won a UK National Training Award. It also earned the UK training department a Lilly global training award for being the best of the 96 that the company has across the world.

Keywords: Eli Lilly and Co; Pharmaceutical industry; Sales force; Training techniques

Document Type: Research article

DOI: 10.1108/09670730410546495

Links for this article

http://www.ingentaconnect.com/mcb/044/2004/00000012/00000005/art00003
http://openurl.ingenta.com/content?genre=article&issn=0967-0734&volume=12&issue=5&spage=11&epage=13
http://dx.doi.org/10.1108/09670730410546495