Courses › Sales skills, selling across cultures, and the objections per market
Objections Europeans raise against a supplier from China, and the answer to each one
Your next European deal depends on how you address their concerns about China.
The moment it goes wrong
A European client just cancelled a major order after raising concerns about your quality control. Your sales team struggled to provide convincing answers. This lost deal means months of wasted effort and a significant revenue shortfall for the quarter.
What changes after this course
After this course, your sales team will confidently answer every European objection. They will present clear evidence of your compliance with EU regulations. You will hold training records for your team, demonstrating their expertise in European market demands.
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 buyer priorities and the regulatory environment.
- The European Union's general approach to pharmaceutical product quality is outlined.
- Key differences in risk perception between European and Chinese pharmaceutical companies are explained.
- The role of the European Medicines Agency (EMA) in drug approval processes is defined.
2Explain your compliance with European Good Manufacturing Practice standards.
- The specific requirements of EU Good Manufacturing Practice (GMP) Part I and Part II are identified.
- How your quality management system aligns with ICH Q10 Pharmaceutical Quality System is detailed.
- The process for handling and documenting quality deviations according to EU expectations is presented.
3Show full transparency in your supply chain and delivery processes.
- The importance of an up-to-date Supplier Qualification dossier for European audits is covered.
- How to provide clear documentation for material traceability from raw material to finished product is taught.
- Strategies for communicating realistic lead times and managing potential delays are discussed.
4Reassure clients about intellectual property and data protection.
- The legal framework for protecting intellectual property rights under European law is explained.
- How your company safeguards client data in compliance with General Data Protection Regulation (GDPR) is outlined.
- The importance of non-disclosure agreements (NDAs) tailored to European legal standards is reviewed.
5Communicate effectively despite cultural and linguistic differences.
- Common communication pitfalls when interacting with European pharmaceutical professionals are identified.
- The value of clear, concise, and direct language in technical discussions is emphasized.
- Strategies for building trust and long-term relationships with European partners are explored.
6Prepare for successful European audits and provide ongoing support.
- The typical structure and focus of a European pharmaceutical supplier audit are described.
- How to manage and respond to audit findings and corrective actions effectively is demonstrated.
- The importance of proactive post-sale follow-up and continuous improvement reporting is discussed.
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