Courses › Sales skills, selling across cultures, and the objections per market
Objections Chinese buyers raise against a supplier from Türkiye, and the answer to each one
You can close Chinese deals without delays or losing trust over common objections.
The moment it goes wrong
Your sales team hears 'no' or silence after presenting a new product to Chinese buyers. Unanswered questions about quality or regulations stall the entire process for months. This delay means missed tenders, lost revenue, and a damaged reputation for your company in a crucial market.
What changes after this course
Your team will confidently address common Chinese buyer concerns about Turkish pharmaceutical products. They will know the specific regulations and quality standards required for successful market entry. You will have a verifiable training record and completion certificates for each participant.
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.
1Address initial Chinese regulatory concerns confidently.
- The NMPA (National Medical Products Administration) is the key regulatory body for drug approval in China.
- Understanding the NMPA's drug registration process is critical for any new pharmaceutical product.
- A common mistake is failing to submit complete documentation, leading to long delays and rejections.
2Explain Türkiye's quality standards to Chinese buyers.
- Chinese buyers expect strict adherence to Good Manufacturing Practices (GMP) similar to international standards.
- The Turkish Medicines and Medical Devices Agency (TİTCK) enforces GMP regulations for manufacturers.
- A specific objection can be about discrepancies between Turkish and Chinese pharmacopoeia standards.
3Negotiate pricing and payment terms effectively.
- Chinese buyers often expect competitive pricing due to their large domestic market and supplier options.
- The standard payment terms may require Letters of Credit (L/C) or T/T (Telegraphic Transfer) arrangements.
- A common mistake is not clearly outlining all associated costs, leading to price renegotiations later.
4Reassure buyers about reliable product delivery.
- The importance of a clear Incoterms (International Commercial Terms) agreement for shipping responsibilities.
- Documentation required for customs clearance, including certificates of origin and health certificates.
- A specific concern is the potential for delays at Chinese ports, affecting product shelf life.
5Protect intellectual property and data during negotiations.
- Chinese law provides protection for intellectual property, but careful agreements are still necessary.
- Non-Disclosure Agreements (NDAs) are crucial before sharing sensitive product information.
- A potential pitfall is the accidental disclosure of proprietary manufacturing processes without proper safeguards.
6Cultivate lasting relationships with Chinese pharmaceutical clients.
- Understanding the concept of 'Guanxi' (relationships) is vital for long-term business success.
- Regular, direct communication is preferred, often involving video calls or in-person meetings.
- A significant mistake is failing to follow up consistently, which can signal a lack of commitment.
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: Türkiye
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