Courses › Sales skills, selling across cultures, and the objections per market
Selling to Chinese buyers when you are from Taiwan: culture, meetings, decision makers and the mistakes that lose deals
Prevent your Taiwan sales team from losing crucial deals with Chinese pharma buyers.
The moment it goes wrong
Sales representatives often misinterpret communication cues, leading to stalled negotiations and lost opportunities. Failing to understand cultural norms or identify key decision makers results in wasted time and resources. This directly impacts your quarterly sales targets and market share.
What changes after this course
Your team will confidently speak with Chinese buyers and close more deals. They will understand cultural nuances, identify decision makers, and avoid costly mistakes. You will receive a training record and certificates for each participant, confirming their new skills.
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 the Chinese Pharmaceutical Market Landscape
- Identify key regulatory bodies like the National Medical Products Administration.
- Recognize the impact of current Five-Year Plans on market trends.
- List the top three growth areas for pharmaceutical sales in China.
2Apply Key Chinese Cultural Values to Business
- Explain the concept of Mianzi (face) and its role in negotiations.
- Describe the importance of Guanxi (relationships) in long-term partnerships.
- Recognize the value of hierarchy and respect in business interactions.
3Communicate Clearly and Build Trust
- Formulate indirect requests to maintain harmony and avoid direct confrontation.
- Interpret non-verbal cues and silences during discussions.
- Understand the role of small talk in establishing rapport before business.
4Conduct Productive Meetings and Negotiations
- Structure meeting agendas to align with Chinese business protocols.
- Identify appropriate gift-giving practices and their implications.
- Recognize common negotiation tactics used by Chinese buyers.
5Identify Key Decision Makers and Stakeholders
- Map out the typical organizational structure of Chinese pharmaceutical companies.
- Determine who holds ultimate approval power in a purchasing decision.
- Recognize the influence of technical experts and government liaisons.
6Avoid Costly Mistakes That Lose Deals
- Prevent the mistake of rushing negotiations, which can signal disrespect.
- Understand how cultural misunderstandings can lead to a deal falling apart.
- Avoid making assumptions about decision-making processes, saving time and effort.
7Build and Maintain Strong Business Relationships
- Develop strategies for consistent follow-up after initial meetings.
- Learn to host and attend business dinners effectively.
- Understand how to address conflicts while preserving professional relationships.
8Address Taiwan-Specific Sales Challenges in China
- Understand the specific political sensitivities when doing business across the strait.
- Identify common misconceptions Chinese buyers hold about Taiwanese companies.
- Formulate a strategy for presenting your company's unique value proposition.
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: Taiwan
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