Courses › Sales skills, selling across cultures, and the objections per market
Objections Japanese and Korean buyers raise against a supplier from the United States, and the answer to each one
Your team will close deals stalled by unspoken objections from Japanese and Korean buyers.
The moment it goes wrong
A promising deal with a Japanese pharmaceutical company goes silent after a data request, leaving your team confused. Misunderstanding cultural communication differences leads to missed deadlines and lost trust. This costs your company significant revenue and future opportunities in key Asian markets.
What changes after this course
Your sales team will confidently address specific concerns from Japanese and Korean buyers. They will frame responses that build trust and move discussions forward, accelerating your sales cycle. You will receive a comprehensive training record and individual completion certificates for all participants.
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 Foundations
- Learn the fundamental cultural values influencing business decisions in Japan and Korea.
- Identify specific communication styles that differ from United States norms in negotiations.
- Recognize the high value placed on long-term relationships and mutual respect in Asian markets.
2Address Quality and Compliance Concerns
- Explain how to respond to concerns about United States manufacturing quality standards.
- Detail the importance of referencing specific FDA regulations and ICH Q7 guidelines.
- Understand why detailed documentation of your quality management system is paramount.
3Overcome Pricing and Contract Objections
- Structure pricing proposals to address perceived cost discrepancies with local alternatives.
- Explain how to navigate complex contract negotiations with a focus on relationship building.
- Avoid the mistake of rigid adherence to standard United States contract terms without flexibility.
4Manage Delivery and Supply Chain Expectations
- Communicate realistic lead times and shipping logistics to Asian partners effectively.
- Address concerns about supply chain resilience and potential disruptions from afar.
- Provide clear contingency plans for unforeseen events impacting product delivery.
5Respond to Technical and Data Requirements
- Prepare for detailed technical questions regarding product specifications and performance.
- Present data and clinical trial results in a format preferred by Japanese and Korean scientists.
- Recognize the specific data requested to satisfy PMDA or MFDS regulatory submissions.
6Build Post-Sales Support and Trust
- Outline a clear plan for ongoing technical support and customer service after the sale.
- Demonstrate commitment to long-term partnership through follow-up and proactive communication.
- Establish internal processes to ensure consistent, reliable support for Asian clients.
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