Courses › Sales skills, selling across cultures, and the objections per market
Selling to Japanese and Korean buyers when you are from Egypt, Gulf and MENA: culture, meetings, decision makers and the mistakes that lose deals
Your sales team will secure more pharma deals with Japanese and Korean buyers.
The moment it goes wrong
Misunderstandings in initial meetings with Japanese or Korean buyers can halt a deal. Your team might miss crucial non-verbal cues or use an incorrect negotiation style. This leads to stalled negotiations and lost revenue opportunities for your company.
What changes after this course
After this course, your team will confidently conduct meetings and understand decision-making processes. They will speak directly to buyer needs and avoid common cultural missteps. You will receive a training record and certificates for all participants.
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 and Korean Business Culture
- Learn the importance of 'wa' (harmony) in Japanese business interactions.
- Identify the hierarchical structure common in Korean corporate settings.
- Recognize the emphasis on long-term relationships over short-term gains.
2Master Meeting Etiquette and Introductions
- Practice correct bowing techniques for various situations in Japan.
- Understand the exchange of business cards (meishi) and its significance.
- Learn the proper way to address senior executives during initial meetings.
3Communicate Effectively and Interpret Non-Verbal Cues
- Identify indirect communication styles often used in Japanese dialogue.
- Understand the role of 'nunchi' (situational awareness) in Korean conversations.
- Recognize non-verbal signals that indicate agreement, disagreement, or discomfort.
4Negotiate with Confidence and Cultural Awareness
- Learn the step-by-step negotiation process favored by Japanese companies.
- Understand the importance of building consensus before making final decisions.
- Avoid the mistake of aggressive bargaining, which can end a potential deal.
5Navigate Decision-Making Processes
- Identify the 'ringi-sho' document and its role in Japanese decision-making.
- Understand the collective decision-making approach in many Korean firms.
- Recognize the time investment required for decisions in these markets.
6Build Long-Term Relationships and Trust
- Learn strategies for fostering trust and loyalty with Japanese partners.
- Understand the concept of 'kibun' (mood or atmosphere) in Korean business.
- Identify common social activities that strengthen business relationships.
7Avoid Costly Cultural Mistakes and Misunderstandings
- Recognize the mistake of directly saying 'no' and its negative impact.
- Understand the implications of perceived impatience during discussions.
- Learn how to gracefully correct a misunderstanding without causing offense.
8Perform Effective Follow-Up and Close Deals
- Master the art of discreet and consistent follow-up communication.
- Understand the appropriate timeline for post-meeting actions and proposals.
- Learn how to secure commitment while respecting cultural nuances and processes.
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: Egypt, Gulf and MENA
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