Courses › Sales skills, selling across cultures, and the objections per market
Objections Japanese and Korean buyers raise against a supplier from Brazil and Latin America, and the answer to each one
Understand why your deals with Japan and Korea are stalling before you lose them.
The moment it goes wrong
Your sales team just lost a major contract with a Korean pharmaceutical company. They did not understand the buyer's concerns about your quality control documentation and supply chain stability. This oversight cost your company months of negotiation and significant potential revenue.
What changes after this course
Your team will learn specific responses to common Japanese and Korean buyer objections. They will confidently address concerns about regulatory compliance and logistics. You will receive a full training record and certificates for all participants, 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 Japanese and Korean business etiquette and communication
- Learn the specific cultural norms for initial meetings and introductions in Japan.
- Identify common communication styles that can lead to misunderstandings with Korean buyers.
- Recognize the importance of hierarchy and decision-making processes in both cultures.
2Address regulatory compliance concerns for both markets
- Explain how to present your ANVISA certifications and their equivalence to PMDA standards.
- Detail the specific data requirements for product registration in Korea under the MFDS.
- Discuss the impact of ICH Q10 Pharmaceutical Quality System guidelines on your documentation.
3Respond to quality control and manufacturing process questions
- Articulate your adherence to GMP regulations as recognized by international bodies.
- Present your facility audit results and quality assurance protocols clearly.
- Address concerns about batch consistency and deviation management practices.
4Overcome logistics and supply chain stability concerns
- Describe your cold chain management capabilities and monitoring systems.
- Explain your inventory management strategies to prevent stockouts and delays.
- Detail your contingency plans for unforeseen disruptions in the shipping routes.
5Handle pricing structures and payment term negotiations
- Justify your pricing model by comparing it to global pharmaceutical benchmarks.
- Present flexible payment terms that comply with international trade regulations.
- Address concerns about currency exchange rate fluctuations and their impact on costs.
6Build long-term trust and maintain strong buyer relationships
- Develop a clear strategy for post-sale support and technical assistance.
- Understand the importance of regular communication and progress reporting.
- Plan for future visits and relationship-building activities in Japan and Korea.
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