Courses › Sales skills, selling across cultures, and the objections per market
Selling to Indian buyers when you are from China: culture, meetings, decision makers and the mistakes that lose deals
You can stop losing Indian pharma deals to avoidable cultural misunderstandings.
The moment it goes wrong
Your sales representative calls an Indian prospect, but the conversation quickly goes silent after a seemingly innocent question. Later, the deal is lost to a competitor who understood the unspoken rules. This costs your company revenue and market share in a critical region.
What changes after this course
After this course, your sales team will confidently manage Indian business meetings and understand buyer expectations. They will know how to build trust and avoid common deal-breaking mistakes. You will receive a 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 Indian Business Culture Essentials
- Learn the unwritten rule of seniority dictating communication flow in meetings.
- Understand how personal relationships often precede formal contractual agreements.
- Identify the mistake of overlooking family connections in Indian business networks.
2Strategize for First Meetings with Indian Clients
- Know the protocol for exchanging business cards, including handling and presentation.
- Prepare for the common decision where initial meetings are primarily for relationship building.
- Recognize the mistake of directly challenging a senior person in a group setting.
3Master Effective Cross-Cultural Communication
- Practice interpreting indirect "yes" responses that may indicate polite disagreement.
- Learn the rule of avoiding direct confrontation to preserve harmony during discussions.
- Understand how an inappropriate joke can cost you trust and future opportunities.
4Understand Indian Pharma Decision-Making
- Identify the key decision makers and influencers, often including family members or consultants.
- Understand the common decision process involving multiple layers of internal review.
- Recognize the mistake of pressuring for a quick decision before consensus is built.
5Build Enduring Trust and Professional Rapport
- Learn the rule of consistent follow-up to demonstrate commitment and reliability.
- Understand the importance of hospitality, like sharing a meal, to build personal bonds.
- Identify the mistake of failing to deliver on small promises, eroding long-term trust.
6Navigate Objections and Lead Successful Negotiations
- Develop strategies for addressing common price sensitivity objections with data.
- Understand the typical negotiation decision process, often involving multiple rounds.
- Recognize the mistake of showing impatience during extended negotiation periods.
7Avoid Common Mistakes That Derail Deals
- Identify the mistake of rushing a conversation or appearing overly transactional.
- Learn the rule of never publicly criticizing a competitor or a client's past choices.
- Understand how a perceived lack of respect can cost your company the entire deal.
8Cultivate Long-Term Partnerships and Growth
- Learn the rule of consistent, personalized communication beyond just sales updates.
- Understand the importance of celebrating milestones or successes together.
- Identify the mistake of ignoring post-sale support, risking future contract renewals.
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: China
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