Courses › Sales skills, selling across cultures, and the objections per market
Selling to Chinese buyers when you are from Japan: culture, meetings, decision makers and the mistakes that lose deals
Your team will secure more Chinese pharma deals, avoiding costly cultural missteps.
The moment it goes wrong
Your Japanese sales team struggles to close deals with Chinese buyers. Misunderstandings about decision-making processes or negotiation styles lead to stalled conversations and lost opportunities. This directly impacts your quarterly revenue targets and market share.
What changes after this course
After this course, your team will confidently approach Chinese buyers, understanding their priorities and communication nuances. They will build stronger relationships, leading to more effective negotiations and successful deal closures. You will receive a full training record and completion certificates 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 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.
1Grasp Chinese Business Culture and Core Values for Sales Success
- Learn the importance of 'Guanxi' (relationships) in Chinese business dealings and its impact.
- Identify key cultural differences between Japan and China that affect sales interactions.
- Recognize the cost of misinterpreting indirect communication during initial meetings.
2Navigate Chinese Pharma Regulations and Market Dynamics Effectively
- Understand the role of the National Medical Products Administration (NMPA) in market access.
- Identify current trends in China's pharmaceutical procurement and distribution.
- Avoid the mistake of neglecting local compliance, which can delay product registration.
3Build Initial Trust and Establish Strong Connections with Buyers
- Learn effective strategies for initial outreach and securing first meetings.
- Understand the appropriate gift-giving etiquette and its role in relationship building.
- Recognize how a rushed first meeting can damage long-term trust and future opportunities.
4Conduct Effective Meetings and Communicate Clearly with Chinese Clients
- Practice formal greetings and proper seating arrangements during business meetings.
- Understand the concept of 'face' (mianzi) and how it influences interactions.
- Identify how direct disagreement can cause offense and derail a negotiation.
5Negotiate Deals Successfully with Chinese Pharmaceutical Companies
- Learn common negotiation tactics used by Chinese buyers and how to respond.
- Understand the importance of patience and long-term perspective in deal-making.
- Recognize the mistake of offering a final price too early, losing negotiation room.
6Map Decision-Makers and Influence Key Stakeholders Effectively
- Identify the typical hierarchy within Chinese pharmaceutical purchasing departments.
- Understand the roles of different internal stakeholders, including technical and financial leads.
- Recognize the mistake of only engaging with junior staff, missing key decision-makers.
7Maintain Strong Relationships and Ensure Post-Deal Satisfaction
- Learn strategies for consistent follow-up and ongoing relationship nurturing.
- Understand the importance of honoring commitments and fulfilling all agreed terms.
- Identify how poor post-sale support can jeopardize future contracts and referrals.
8Prevent Costly Mistakes and Secure Long-Term Business Growth
- Review common legal and contractual traps specific to cross-border deals with China.
- Understand the importance of due diligence on potential partners and distributors.
- Recognize how neglecting intellectual property protection can lead to significant losses.
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: Japan
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