Courses › Sales skills, selling across cultures, and the objections per market
Objections Europeans raise against a supplier from the United States, and the answer to each one
Your European deals are at risk if your team can't answer their concerns.
The moment it goes wrong
Your sales team encounters silence when discussing a new deal with a European client. They don't understand the unspoken concerns about US suppliers. This leads to stalled negotiations, lost contracts, and wasted travel budgets, impacting your quarterly targets significantly.
What changes after this course
After this course, your team will confidently address European objections to US suppliers, turning hesitation into agreement. They will know how to present your company's compliance with EMA and FDA regulations. You will receive a complete training record and individual certificates of completion for your sales force.
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.
1Articulate key differences between EMA and FDA regulations.
- Explain the European Medicines Agency's role in drug approval and oversight.
- Describe how the EU Good Manufacturing Practice Guide differs from US Current Good Manufacturing Practice.
- Identify the Mutual Recognition Agreement between the US and EU for GMP inspections.
2Confidently explain your US quality system compliance.
- Detail the specific expectations of EU clients regarding quality management systems.
- Outline how a US supplier demonstrates compliance with EudraLex Volume 4, Good Manufacturing Practice.
- Identify common audit findings for US sites supplying to Europe and their potential impact.
3Clarify European import rules and supply chain reliability.
- Explain the role of the Qualified Person (QP) in releasing imported medicinal products in the EU.
- Describe the process for obtaining an import authorization in an EU member state.
- Identify the risks associated with non-compliance with EU import regulations, leading to product rejection.
4Reassure clients about data privacy under GDPR.
- Explain the core principles of the General Data Protection Regulation (GDPR) in data handling.
- Describe the implications of transferring personal data from the EU to the US.
- Identify the cost of a GDPR violation, which can reach 4% of annual global turnover or €20 million.
5Adapt your communication for European business interactions.
- Recognize subtle European communication styles in business negotiations.
- Explain how contract terms and conditions might differ in European legal frameworks.
- Identify the mistake of assuming US business practices apply universally, costing trust.
6Discuss financial terms and post-Brexit implications clearly.
- Explain how currency fluctuations can impact long-term supply agreements.
- Describe the specific regulatory considerations for supplying to the United Kingdom post-Brexit.
- Identify the importance of Incoterms 2020 in defining shipping responsibilities and costs for international trade.
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: United States
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