Courses › Sales skills, selling across cultures, and the objections per market
Objections Americans raise against a supplier from China, and the answer to each one
Your next American deal is stalled by a tough question; learn how to close it.
The moment it goes wrong
An American pharmaceutical company client might stop answering your calls after a critical audit finding related to a Chinese supplier. This silence means lost revenue and a damaged reputation for your team. The cost of losing one major client can be millions of dollars.
What changes after this course
Your sales team will confidently address American concerns about sourcing from China. They will know how to present your quality systems and regulatory compliance. You will hold a training record for your team, demonstrating their readiness to meet client expectations.
How long it takes, by who is listening
Nobody spends a day in a classroom. Every module exists in three lengths; a person takes the length their role needs, and every length ends with the same recorded questionnaire, so the training record is complete either way.
| Who takes this course | Length | Total time |
|---|---|---|
| Business development and export sales | Briefing | 1 h |
| Owner, CEO and board | Briefing | 1 h |
What is in the course, module by module
6 modules. Under each title are the three things the listener can do afterwards; the audio itself runs 10 to 50 minutes depending on the length chosen. Each module ends with a multiple-choice questionnaire whose result is recorded per person for your auditor. Your human-resources or quality manager decides what counts as passed and when a level is retaken.
1Anticipate American Buyer Concerns
- Identify the primary regulatory concerns American buyers have regarding foreign suppliers.
- Recognize the historical context behind American pharmaceutical supply chain anxieties.
- Learn the specific questions American companies frequently ask about quality control.
2Explain Your Quality Management System
- Explain how your Quality Management System aligns with United States Food and Drug Administration requirements.
- Describe the typical American audit process for a contract manufacturing organization.
- Detail the documentation needed to prove compliance with Current Good Manufacturing Practices.
3Secure the Supply Chain Against Risks
- Outline the steps taken to ensure the security and integrity of your raw materials.
- Clarify how your company prevents counterfeiting and adulteration in the supply chain.
- Discuss the importance of traceability and batch record documentation.
4Protect Client Intellectual Property
- State your company's policy on intellectual property protection and non-disclosure agreements.
- Explain your data security measures for client information and manufacturing processes.
- Describe the legal frameworks in place to safeguard client proprietary information.
5Demonstrate Regulatory Compliance
- Detail your experience with United States Food and Drug Administration inspections and successful outcomes.
- Clarify how your facility maintains compliance with 21 Code of Federal Regulations Part 211.
- Identify the specific documents an FDA investigator will request during an inspection.
6Build Enduring American Client Trust
- Develop communication strategies to proactively address potential American client concerns.
- Present case studies of successful partnerships with American pharmaceutical companies.
- Understand the decision-making process within American procurement departments.
Price for this title
One licence, 6 modules in all three lengths, included in every purchase, every employee of the legal entity, 12 months. Pick your company size.
Cheaper as part of a track pack or company library. Delivered within 72 hours of payment or the course is free.
Custom course or custom pricing? A course built on your own procedures and products, a mixed bundle, several legal entities, or a budget that does not fit a table: tell us on WhatsApp and you have a written quote the same day.
Ask about custom courses and custom pricingWho this is for
Roles: Owner, CEO and board, Business development and export sales,
Businesses: every kind of pharma company
Countries: China
What you receive
- Audio modules in all three lengths, included in every purchase. The briefing for the board and the sales floor, the standard run for regulatory and quality, the expanded walk-through for the bench. One price buys all three; each person takes the length their role needs. Listen on the commute, at the bench, in the car.
- Made to be listened to. A narrator with character, a story in every module and real examples from the buyer's side of the table. Not a read-out of the guideline that puts the room to sleep.
- Companion workbook. Exercises and checklists per module, ready to file.
- Full transcript. Searchable, printable, quotable in your procedures.
- Source for every fact. Each statement links to its guideline, regulation or paper, so an auditor can check it.
- Certificate per learner. Name, course, hours, guideline version, date.
- Auditable training record. Per-person export for your quality file, the document inspectors ask for under EU GMP Chapter 2.
English first. Other languages are available in test mode on request.
Request a free sample module