Courses › Sales skills, selling across cultures, and the objections per market
Selling to Chinese buyers when you are from Brazil and Latin America: culture, meetings, decision makers and the mistakes that lose deals
Your next China deal depends on understanding their negotiation style.
The moment it goes wrong
Your sales team struggles to close deals with Chinese pharmaceutical companies. Misunderstandings about Guanxi or or contract terms lead to stalled negotiations. This costs your company significant revenue and market access opportunities in a crucial region.
What changes after this course
After this course, your team will confidently engage Chinese buyers, avoiding common cultural missteps. They will draft proposals that resonate and understand decision-making processes. You will receive a full training record and 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 20 min |
| Owner, CEO and board | Briefing | 1 h 20 min |
| Marketing and communications | Briefing | 1 h 20 min |
What is in the course, module by module
8 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 China's Pharma Market and Regulations
- Identify the key growth drivers within the Chinese pharmaceutical market.
- Recognize the role of the National Medical Products Administration (NMPA) in product approval.
- Explain the structure of the Chinese healthcare system and its impact on procurement.
2Recognize Core Chinese Business Cultural Values
- Describe the concept of 'face' (Mianzi) and its importance in professional interactions.
- Understand the significance of hierarchy and respect for elders in Chinese business settings.
- Explain how collectivism influences group decisions and individual roles.
3Build Strong Relationships and Trust (Guanxi)
- Define Guanxi and explain its fundamental role in Chinese business relationships.
- Learn strategies for initiating and nurturing long-term professional connections.
- Identify common missteps that can damage trust and slow deal progression.
4Communicate Clearly with Chinese Pharma Professionals
- Adapt your communication style to account for indirectness and context in conversations.
- Understand the importance of non-verbal cues and silence in Chinese business interactions.
- Prepare for potential language barriers and the role of interpreters in meetings.
5Conduct Effective Meetings and Presentations in China
- Follow proper meeting etiquette, including seating arrangements and gift-giving protocols.
- Structure presentations to align with Chinese preferences for detail and data.
- Manage question-and-answer sessions respectfully and avoid direct confrontation.
6Negotiate Deals with Chinese Pharmaceutical Companies
- Identify typical negotiation styles of Chinese buyers and common bargaining tactics.
- Understand the importance of patience and long-term perspective in deal discussions.
- Recognize the significance of contract clarity and avoiding ambiguous terms.
7Identify Decision Makers and Influence Processes
- Map the typical hierarchy within Chinese pharmaceutical companies and government bodies.
- Understand the roles of various departments, such as procurement, R&D, and regulatory affairs.
- Learn to identify key influencers beyond the primary contact person.
8Avoid Mistakes that Cost Deals and Relationships
- Pinpoint cultural faux pas that can cause loss of face and damage negotiations.
- Understand the cost of impatience and rushing the decision-making process.
- Review the critical importance of follow-up and maintaining consistent communication.
Price for this title
One licence, 8 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, Marketing and communications,
Businesses: every kind of pharma company
Countries: Brazil and Latin America
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