Courses › Sales skills, selling across cultures, and the objections per market
Objections Europeans raise against a supplier from Brazil and Latin America, and the answer to each one
Your next European deal depends on understanding these critical differences.
The moment it goes wrong
A European client asks about your quality system, and your team cannot answer with specific EU GMP details. This lack of precise information can lead to stalled negotiations or the client choosing another supplier. Losing even one major contract significantly impacts your quarterly sales targets.
What changes after this course
Your sales team will confidently address European regulatory, quality, and logistics questions. They will know how to present your company's compliance with EU Good Manufacturing Practice. You will receive a full training record for each participant, demonstrating their enhanced readiness for European markets.
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 European regulatory expectations for pharmaceutical suppliers.
- The role of the European Medicines Agency (EMA) in setting EU pharmaceutical standards.
- Key differences between ANVISA regulations and EU Good Manufacturing Practice (GMP) requirements.
- The cost of non-compliance, including potential import bans and loss of market access.
2Present your company's quality system effectively to European clients.
- Requirements for a Pharmaceutical Quality System (PQS) under EU GMP Part I, Chapter 1.
- How to respond to questions about your site master file and audit reports.
- The specific details European auditors look for regarding quality risk management.
3Address European concerns about your supply chain and delivery.
- The importance of cold chain integrity and data logging for temperature-sensitive products.
- Understanding Incoterms 2020 and their impact on liability and costs for European buyers.
- The process for managing deviations and complaints for products shipped to the EU.
4Navigate cultural differences for successful European negotiations.
- The importance of direct communication and precision in German and Nordic business cultures.
- Understanding decision-making processes in French and Italian pharmaceutical companies.
- Common communication mistakes made by Latin American suppliers and their impact on trust.
5Overcome pricing and contractual objections from European clients.
- Strategies for justifying pricing based on quality, compliance, and supply reliability.
- Key clauses in European supply agreements that differ from Latin American contracts.
- The legal implications of Force Majeure clauses in contracts with EU partners.
6Build lasting trust and strong partnerships with European customers.
- The value of proactive communication and transparency regarding any potential issues.
- How to prepare for and follow up on European client site visits and audits.
- Developing a long-term relationship strategy that addresses continuous improvement.
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: Brazil and Latin America
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