Courses › Sales skills, selling across cultures, and the objections per market
Objections Japanese and Korean buyers raise against a supplier from Europe, and the answer to each one
Protect your next multi-million euro deal with Japanese and Korean pharma buyers.
The moment it goes wrong
Your sales team misses subtle cues from a Japanese or Korean client, leading to a stalled negotiation. A critical quality assurance question from Tokyo or Seoul goes unanswered for weeks, delaying a product launch. This costs your company significant revenue and market share.
What changes after this course
After this course, your team will confidently address specific concerns about European GMP, ICH Q7, and local regulatory expectations. They will know how to present data and manage communication to build trust. You will receive a training record for your sales team, demonstrating their expertise and preparedness.
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.
1Identify hidden objections from Japanese and Korean buyers.
- Recognize indirect communication patterns that signal underlying concerns.
- Understand the cultural significance of silence and its meaning in negotiations.
- Grasp how hierarchy and group consensus influence buyer decision-making.
2Answer quality and GMP questions from PMDA and MFDS perspectives.
- Explain European Union Good Manufacturing Practice Annex 1 and ICH Q7 compliance clearly.
- Address specific quality expectations from the Japanese PMDA and Korean MFDS.
- Prevent the significant financial cost of a rejected batch due to a documentation gap.
3Negotiate pricing and contract terms effectively with East Asian clients.
- Adapt your negotiation style to align with preferred Japanese and Korean approaches.
- Articulate value in a way that resonates with their specific purchasing criteria.
- Pre-empt common concerns about intellectual property clauses in contracts.
4Assure supply chain reliability for Japanese and Korean markets.
- Address lead time concerns and demonstrate supply chain strength from Europe.
- Provide essential documentation for smooth customs clearance into Japan and Korea.
- Avoid the loss of a critical order caused by insufficient shipping detail or delays.
5Present technical data and documentation to meet their strict standards.
- Structure technical files and batch records to meet detailed information requirements.
- Present stability study data and impurity profiles with required precision.
- Prevent common documentation errors that lead to rejections or extensive follow-up.
6Build lasting trust and manage ongoing relationships with East Asian partners.
- Implement follow-up strategies that respect Japanese and Korean business etiquette.
- Understand the role of long-term commitment in securing repeat business.
- Recognize how consistent communication prevents future misunderstandings and builds loyalty.
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: Europe
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