Courses › Sales skills, selling across cultures, and the objections per market
Selling to Chinese buyers when you are from Türkiye: culture, meetings, decision makers and the mistakes that lose deals
Avoid the silence that costs you Chinese pharmaceutical deals.
The moment it goes wrong
Your sales team prepares for months, only to find their carefully planned pitch falls flat during a video call. Misunderstandings about hierarchy or decision-making processes cause deals to stall indefinitely. This wastes significant resources and leaves valuable market opportunities unclaimed.
What changes after this course
After this course, your sales team will confidently navigate Chinese business protocols and build stronger relationships. They will understand key decision-making structures and avoid common cultural missteps. You will receive a full training record and certificates of completion 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 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 Values and Communication Styles
- Understand the concept of 'Guanxi' and its role in long-term business relationships.
- Recognize the importance of 'Mianzi' (face) and avoid actions that cause its loss.
- Identify direct versus indirect communication patterns to prevent misunderstandings.
2Prepare for Initial Engagement with Chinese Pharma Buyers
- Create a professional business card translated into Simplified Chinese for introductions.
- Formulate respectful initial email greetings to establish a positive first impression.
- Understand the expected timeline for building trust before discussing substantive deals.
3Lead Effective Virtual and In-Person Meetings
- Master the protocol for exchanging business cards correctly at the start of a meeting.
- Interpret non-verbal cues and body language to gauge meeting progress accurately.
- Navigate discussions where 'yes' might mean 'I hear you' instead of 'I agree'.
4Identify Key Decision Makers and Influence Structures
- Determine the actual purchasing authority within a typical Chinese pharmaceutical enterprise.
- Understand the hierarchy within state-owned enterprises and private companies.
- Learn to engage technical experts and procurement teams effectively.
5Structure Winning Proposals and Negotiate Terms
- Present proposals that align with the National Medical Products Administration (NMPA) guidelines.
- Practice patience during extended negotiation phases to avoid appearing rushed.
- Recognize the value of offering long-term commitment over aggressive price reductions.
6Avoid Costly Cultural Mistakes and Misunderstandings
- Understand how a single cultural misstep can delay a deal by several months.
- Identify appropriate gift-giving etiquette and items to avoid causing offense.
- Learn how to politely decline requests without causing a loss of face for your counterpart.
7Build Enduring Relationships and Ensure Follow-Up
- Develop a structured follow-up plan that respects Chinese communication preferences.
- Maintain regular contact and demonstrate commitment beyond the initial transaction.
- Address any post-sale issues with promptness and a focus on mutual respect.
8Understand Chinese Regulatory Compliance and Quality Standards
- Identify specific requirements from China's National Medical Products Administration (NMPA).
- Explain your company's adherence to global Good Manufacturing Practice (GMP) standards.
- Present documentation demonstrating compliance with relevant international quality certifications.
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: Türkiye
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