Courses › Sales skills, selling across cultures, and the objections per market
Reading a buyer's RFQ, tender or supplier questionnaire: what is scored and what is decoration
Your team misses critical tender requirements, costing major contracts and audit findings.
The moment it goes wrong
A sales representative misunderstands a key compliance clause in a Request for Quotation (RFQ). They submit a bid missing required data, leading to immediate disqualification. This mistake costs your company a significant deal and wastes weeks of effort, impacting revenue targets directly.
What changes after this course
After this course, your team will accurately identify and address all mandatory requirements in any tender document. They will confidently articulate your company's compliance with GMP, ISO 9001, and GxP standards. You will receive a training record for each participant, demonstrating their enhanced capability.
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 |
| Regulatory affairs | Standard | 2 h 30 min |
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 the purpose and structure of an RFQ or tender document
- Learn the typical sections of an EU tender document and their legal implications.
- Understand how a buyer uses a Request for Information (RFI) to screen potential suppliers.
- Recognise that missing a single mandatory section guarantees immediate disqualification from a bid.
2Identify mandatory requirements versus desirable criteria in questionnaires
- Identify 'must-have' criteria often marked with terms like 'mandatory' or 'shall'.
- Understand how 'nice-to-have' features are typically phrased and assigned lower scoring weight.
- Recognise the cost of over-promising on a desirable, but not required, feature which may not yield points.
3Distinguish between scored and unscored sections of a supplier assessment
- Determine which sections of a tender document receive numerical scores from the buyer.
- Understand how qualitative answers in unscored sections can still influence overall purchasing decisions.
- Identify the mistake of neglecting non-scored sections, potentially losing a tie-breaker situation.
4Apply GxP and regulatory knowledge to answer compliance questions effectively
- Apply ICH Q10 principles when responding to questions on pharmaceutical quality systems.
- Understand how ISO 9001:2015 certification addresses quality management requirements in tenders.
- Recognise the cost of vague or non-specific answers regarding GxP (Good Practice) compliance.
5Avoid common mistakes in tender responses that lead to disqualification
- Identify common errors such as incomplete data fields or mismatched document versions.
- Understand the critical impact of failing to follow specific submission instructions precisely.
- Learn that a single formatting error can lead to a bid being rejected without any review.
6Develop a strategy for reviewing and approving complex bid submissions
- Establish a clear internal review process for all tender responses before submission.
- Understand the decision points for escalating complex questions to legal or regulatory affairs departments.
- Recognise the cost of a rushed final review, risking critical oversights that affect compliance.
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: Business development and export sales, Regulatory affairs,
Businesses: every kind of pharma company
Countries: India China Türkiye Korea Japan Taiwan Egypt, Gulf and MENA Brazil and Latin America Pakistan, Bangladesh and Vietnam United States 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