Courses › Sales skills, selling across cultures, and the objections per market
Objections Latin American buyers raise against a supplier from Europe, and the answer to each one
Your next Latin American deal hinges on understanding hidden objections.
The moment it goes wrong
A key order from Bogotá stalled for weeks over a misunderstanding of local import documentation. Your team lost the batch allocation and a competitor took the market share. This mistake cost your company significant revenue and damaged a crucial regional relationship.
What changes after this course
Your sales team will confidently address specific concerns about European suppliers. You will receive a full training record and individual certificates of completion for your team.
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 common Latin American buyer priorities
- Understand why "quality" means something different to a buyer in São Paulo.
- Recognize the cost of not addressing local market-specific requirements early.
- Learn the three primary reasons Latin American buyers hesitate with European suppliers.
2Address regulatory and quality assurance concerns
- Explain the relevance of ANVISA, INVIMA, and COFEPRIS in their respective markets.
- Detail how European Good Manufacturing Practices (GMP) align with regional standards.
- Prevent the mistake of overlooking specific local audit requirements, costing time.
3Negotiate pricing and payment terms effectively
- Understand the common payment structures and credit expectations in Latin America.
- Recognize the cost of rigid payment terms that do not suit local buyer cash flow.
- Formulate a response to price objections, focusing on total value, not just unit cost.
4Mitigate logistics and supply chain risks
- Identify typical lead time expectations and preferred shipping methods for the region.
- Understand the cost of customs delays due to incomplete or incorrect documentation.
- Learn how to clearly communicate your supply chain resilience and delivery reliability.
5Build trust through cultural communication
- Recognize the importance of personal relationships and direct communication in deal-making.
- Avoid the mistake of rushing negotiations, which can be perceived as disrespectful.
- Learn how to address questions about long-term commitment and after-sales support.
6Navigate contractual and legal specifics
- Understand key clauses in contracts that often differ for Latin American partners.
- Identify common dispute resolution mechanisms and preferred legal jurisdictions.
- Learn the specific documents required for successful product registration in major markets.
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