Courses › Sales skills, selling across cultures, and the objections per market
Selling to Japanese and Korean buyers when you are from Brazil and Latin America: culture, meetings, decision makers and the mistakes that lose deals
Your team will close more deals with Japanese and Korean pharma buyers.
The moment it goes wrong
Your sales team struggles to close deals with Japanese and Korean pharmaceutical companies. Cultural misunderstandings lead to stalled negotiations and lost opportunities, impacting your revenue targets. Each failed deal represents a significant time and resource investment wasted.
What changes after this course
After this course, your team will confidently engage Japanese and Korean buyers. They will understand cultural nuances and build trust effectively. 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.
1Understand Japanese Business Culture for Pharma Sales
- Learn the importance of "Wa" (harmony) in Japanese business interactions.
- Identify key differences in communication styles between Brazil and Japan.
- Recognize the value of long-term relationships over short-term gains.
2Grasp Korean Business Culture for Pharma Sales
- Understand "Jeong" (deep affection/attachment) and its role in Korean business relationships.
- Distinguish between hierarchical structures in Korean companies and Brazilian counterparts.
- Identify the significance of "Kibun" (mood or feeling) in negotiations.
3Prepare for Initial Meetings with Japanese Buyers
- Master the etiquette for exchanging Meishi (business cards) correctly.
- Formulate a respectful introduction that acknowledges hierarchy.
- Avoid common conversational mistakes that can cause offense.
4Conduct Effective Meetings with Korean Buyers
- Practice appropriate greetings and bowing customs for various seniority levels.
- Understand the importance of patience and indirect communication during discussions.
- Recognize non-verbal cues to gauge agreement or disagreement.
5Identify Key Decision Makers in Japan and Korea
- Map the typical organizational structure of Japanese pharmaceutical companies.
- Determine who holds influence versus who makes the final purchase decision in Korea.
- Learn to identify the "Nemawashi" (consensus-building) process in Japan.
6Negotiate and Close Deals with Japanese Companies
- Formulate proposals that address the Japanese preference for detailed planning.
- Understand the process of "Hanko" (company seal) approval and its implications.
- Avoid aggressive sales tactics that can halt negotiations.
7Negotiate and Close Deals with Korean Companies
- Prepare for detailed questions and expect a thorough evaluation process.
- Understand the role of intermediaries and third-party recommendations.
- Avoid pushing for immediate decisions, which can be seen as disrespectful.
8Avoid Critical Mistakes that Lose Deals
- Recognize the cost of failing to follow up promptly and consistently.
- Identify cultural faux pas that can damage trust and lead to deal cancellation.
- Understand how a lack of attention to detail can invalidate a proposal.
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