Courses › Sales skills, selling across cultures, and the objections per market
Objections Latin American buyers raise against a supplier from China, and the answer to each one
Your next Latin American deal depends on addressing specific buyer concerns directly.
The moment it goes wrong
A major Latin American pharma client delays a critical order due to unanswered questions about your manufacturing quality controls. This hesitation costs weeks in negotiation, increasing the risk of losing the tender to a competitor. The delay impacts your revenue forecast.
What changes after this course
Your sales team will confidently address specific Latin American buyer concerns regarding product quality and regulatory compliance. You will possess a clear record of training completion for your sales force, ready for internal review.
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.
1Overcome general skepticism about Chinese product quality.
- Explain the importance of ISO 9001 certification and its relevance to quality management systems.
- Detail how to present your company's specific Good Manufacturing Practices (GMP) adherence.
- Describe the cost of a failed quality audit, leading to product rejection and lost trust.
2Confidently discuss Latin American regulatory requirements.
- Outline the specific requirements of ANVISA in Brazil for pharmaceutical imports.
- Explain the significance of COFEPRIS guidelines in Mexico for product registration.
- Detail how INVIMA regulations in Colombia impact product documentation and approval.
3Reassure buyers about your logistics and delivery timelines.
- Detail the process for providing verifiable real-time shipment tracking information.
- Explain the critical role of proper cold chain documentation for temperature-sensitive products.
- Describe how a lack of clear Incoterms 2020 understanding can lead to unexpected costs.
4Guarantee the security of buyer's intellectual property.
- Explain the legal framework of non-disclosure agreements (NDAs) in China and internationally.
- Describe internal company protocols for safeguarding client formulations and manufacturing processes.
- Clarify the severe financial penalties for intellectual property infringement under Chinese law.
5Build trust through effective cross-cultural communication.
- Identify common communication pitfalls when interacting with Latin American business partners.
- Explain the decision to use professional translation services for critical documents and meetings.
- Describe how misunderstanding a cultural 'yes' can lead to a mistaken assumption of agreement.
6Show commitment through comprehensive after-sales service.
- Outline the standard procedure for handling product complaints and quality deviations.
- Discuss the importance of a clear recall plan consistent with international pharmaceutical standards.
- Explain the long-term cost of neglecting customer follow-up, resulting in lost repeat business.
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