Courses › Sales skills, selling across cultures, and the objections per market
Selling to Japanese and Korean buyers when you are from China: culture, meetings, decision makers and the mistakes that lose deals
You will secure more Japanese and Korean deals by understanding cultural nuances.
The moment it goes wrong
A critical negotiation with a Japanese pharmaceutical company stalls without explanation. Your sales team misinterprets silence as agreement, leading to a crucial term being overlooked. This mistake costs your company a multi-million dollar contract and wastes months of effort.
What changes after this course
Your sales professionals will confidently engage with Japanese and Korean buyers, understanding their unique communication styles. They will build trust faster and close deals more efficiently. You will receive a training record and individual certificates of completion 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.
1Identify core cultural values shaping Japanese and Korean business
- Understand the importance of hierarchy and respect in Japanese business interactions.
- Recognize the concept of "Kibun" (mood) and its impact on Korean negotiations.
- Learn how collectivism versus individualism affects decision-making processes.
2Make a strong first impression in Japanese and Korean business settings
- Practice the correct bowing etiquette for different situations in Japan.
- Learn how to exchange business cards (Meishi) respectfully and the mistakes to avoid.
- Understand appropriate dress codes and non-verbal cues for Korean meetings.
3Communicate clearly and effectively with Japanese and Korean buyers
- Decipher indirect communication styles and unspoken expectations in Japan.
- Learn to interpret silence and pauses in Korean conversations correctly.
- Understand how to ask questions without causing discomfort or offense.
4Lead productive meetings and presentations with Japanese and Korean clients
- Structure your presentations to align with Japanese preferences for detail and consensus.
- Understand the roles of different attendees in a Korean meeting and who holds authority.
- Learn how to handle questions and feedback in a culturally sensitive manner.
5Influence decision-makers in Japanese and Korean pharmaceutical companies
- Recognize the "Nemawashi" (root-binding) process in Japanese consensus building.
- Identify key stakeholders and their influence within Korean corporate structures.
- Learn how to provide information that supports their internal decision-making cycles.
6Build lasting trust and strong relationships with Japanese and Korean partners
- Understand the importance of long-term commitment and reliability in Japan.
- Learn how to foster "Jeong" (attachment or affection) in Korean business relationships.
- Discover appropriate ways to socialize and entertain clients to strengthen bonds.
7Prevent common mistakes that lose deals with Japanese and Korean buyers
- Identify the mistake of being overly direct and its cost in Japanese negotiations.
- Recognize the error of not following up appropriately after Korean meetings.
- Understand how cultural insensitivity can damage reputation and future opportunities.
8Negotiate successfully and close deals with Japanese and Korean partners
- Develop strategies for presenting proposals that respect Japanese indirectness.
- Learn how to manage expectations and concessions during Korean negotiations.
- Understand the importance of post-negotiation follow-up and formal agreements.
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