Courses › Sales skills, selling across cultures, and the objections per market
Objections Chinese buyers raise against a supplier from Korea, and the answer to each one
Your next deal with a Chinese buyer depends on understanding their specific concerns.
The moment it goes wrong
Your sales team faces silence after presenting to Chinese pharmaceutical buyers. They don't know why proposals are rejected or why follow-up calls are not returned. This lack of insight delays product entry, costs market share, and wastes valuable sales resources.
What changes after this course
Your sales team will confidently address specific Chinese buyer concerns about Korean suppliers. They will articulate clear, compliant answers to common objections. You will receive a training completion record for each participant, demonstrating their enhanced market readiness.
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.
1Understand Chinese business culture and initial buyer concerns
- Learn how "face" (mianzi) influences negotiation and decision-making processes.
- Identify common misunderstandings between Korean and Chinese business communication styles.
- Recognize the initial objections based on perceived cultural differences and their impact on trust.
2Address quality and regulatory concerns from Chinese buyers
- Explain the importance of National Medical Products Administration (NMPA) certifications for drug imports.
- Detail the specific requirements of Chinese Good Manufacturing Practice (GMP) standards for active pharmaceutical ingredients.
- Describe how a lack of clear documentation on batch consistency can lead to costly rejections.
3Overcome supply chain and logistics objections effectively
- Clarify the role of the China Customs Import Declaration for pharmaceutical products.
- Outline the risks associated with inadequate cold chain management for temperature-sensitive drugs.
- Identify the mistake of not providing real-time tracking, costing buyer confidence and potential delays.
4Respond to pricing and contract negotiation challenges
- Explain the common Chinese buyer strategy of requesting price adjustments based on volume.
- Detail key clauses in a standard Sino-Korean pharmaceutical supply contract.
- Recognize how a vague payment schedule can lead to financial disputes and delayed shipments.
5Build trust and long-term relationships with Chinese partners
- Understand the significance of long-term partnership commitment in Chinese business culture.
- Identify the importance of regular face-to-face meetings and relationship cultivation.
- Explain how neglecting relationship maintenance can result in lost future business opportunities.
6Proactive strategies for successful Chinese market entry and growth
- Develop a proactive communication plan to preempt common buyer objections.
- Utilize a checklist for preparing all necessary documents before initial meetings.
- Learn how a delayed response to a buyer inquiry can cost a multi-million dollar deal.
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: Korea
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