Courses › Sales skills, selling across cultures, and the objections per market
Selling to Japanese and Korean buyers when you are from Europe: culture, meetings, decision makers and the mistakes that lose deals
Avoid the silence when your Asia deal suddenly goes quiet.
The moment it goes wrong
Your European sales team invests months building a relationship with a major Japanese or Korean pharma client. Suddenly, communication stops, and the deal is lost without clear reasons. This misunderstanding costs your company significant revenue and wasted resources.
What changes after this course
Your team will understand the specific cultural nuances of Japanese and Korean business interactions. They will confidently conduct meetings and negotiate effectively, avoiding common pitfalls. You will receive a training record documenting their completion and new skill sets.
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 East Asian Business Culture Foundations
- Identify the core principles of collectivism versus individualism in Japan and Korea.
- Recognize the importance of hierarchy and respect in all business communications.
- Understand 'Kibun' in Korea and 'Honne-Tatemae' in Japan and its impact on feedback.
2Prepare for First Meetings with Japanese and Korean Clients
- Learn the correct protocols for exchanging business cards, known as 'meishi' in Japan.
- Prepare appropriate introductory remarks that show respect for their company and culture.
- Understand the typical meeting agenda structure to set realistic expectations.
3Apply Effective Communication Strategies in East Asian Markets
- Differentiate between direct and indirect communication styles and when to use each.
- Practice active listening techniques that demonstrate respect and understanding.
- Identify non-verbal cues and body language that can convey unintended messages.
4Build Trust and Relationships with Asian Pharma Partners
- Grasp the long-term nature of business relationships and the importance of repeated interactions.
- Recognize the concept of 'Nunchi' in Korea and its role in reading social cues.
- Understand why gift-giving, while not mandatory, can strengthen business bonds.
5Navigate Japanese and Korean Decision-Making Processes
- Explain the 'Ringi-sho' consensus-based decision-making process common in Japan.
- Identify the key stakeholders involved in purchasing decisions within Japanese and Korean pharma companies.
- Anticipate the timeline for approvals and budget allocations, which can be longer.
6Avoid Common Mistakes That Lose Deals in Asia
- Recognize the mistake of pushing for a quick decision, which can cause offense.
- Understand how a lack of patience can be perceived as disrespect and damage trust.
- Identify the cost of losing a deal due to cultural insensitivity, often a multi-year revenue stream.
7Present Your Value Proposition Effectively to Asian Buyers
- Tailor your product presentations to emphasize long-term benefits and reliability.
- Focus on data and evidence that aligns with the highly detail-oriented approach.
- Prepare for questions probing quality control and compliance, such as with PIC/S GMP guidelines.
8Ensure Successful Follow-Up and Long-Term Client Engagement
- Draft professional follow-up emails that reiterate respect and commitment.
- Establish clear communication channels and expectations for ongoing support.
- Maintain regular contact to nurture the relationship beyond the initial sale, preventing deal erosion.
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: Europe
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