Courses › Sales skills, selling across cultures, and the objections per market
Objections Latin American buyers raise against a supplier from the United States, and the answer to each one
Ensure your Latin American deals close without unexpected objections.
The moment it goes wrong
Your sales team hears silence after quoting, or the deal stalls indefinitely. Unexpected questions about Incoterms or payment terms derail weeks of effort. Each lost deal means missed revenue targets and wasted sales resources.
What changes after this course
Your team will confidently address common Latin American buyer concerns before they arise. They will understand regional regulatory nuances and payment expectations. You will receive a full training record and completion certificates for each participant.
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.
1Recognize and adapt to Latin American communication styles.
- Understand the value placed on personal relationships in business dealings.
- Identify communication patterns that can be misinterpreted by US sellers.
- Learn how indirect communication can signal a buyer's true concern.
2Explain US product compliance with Latin American regulations.
- Differentiate between United States Food and Drug Administration (FDA) and regional health authority requirements.
- Understand that a Certificate of Free Sale may be required for product registration.
- Recognize the cost of non-compliance, including market access delays.
3Clarify shipping processes and cost responsibilities for Latin American buyers.
- Apply Incoterms 2020 rules to define buyer and seller responsibilities for delivery.
- Identify common customs duties and import taxes relevant to pharmaceutical products.
- Understand the implications of CPT (Carriage Paid To) versus DDP (Delivered Duty Paid) Incoterms.
4Structure secure and acceptable payment terms for Latin American transactions.
- Discuss the preference for Letters of Credit (LCs) for larger, initial transactions.
- Address concerns about currency fluctuation and payment transfer fees.
- Identify the mistake of assuming standard Net 30 terms are universally accepted.
5Reassure buyers about product quality and post-sale technical support.
- Present evidence of Good Manufacturing Practice (GMP) compliance from US facilities.
- Explain the process for handling product complaints or quality deviations.
- Detail the availability and scope of technical assistance after purchase.
6Develop strategies for building enduring trust with Latin American clients.
- Understand the importance of consistent follow-up and relationship continuity.
- Recognize how a lack of local representation can be perceived as disinterest.
- Learn to address historical perceptions of US supplier unreliability.
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