Courses › Sales skills, selling across cultures, and the objections per market
Selling to Japanese and Korean buyers when you are from India: culture, meetings, decision makers and the mistakes that lose deals
Your next deal with Japan or Korea depends on understanding their unspoken rules.
The moment it goes wrong
A critical meeting with a Korean buyer ends in silence, leaving your team confused. You lose weeks of negotiation, and the competitor secures the contract. This misunderstanding costs your company millions in lost revenue and market share.
What changes after this course
Your sales team will confidently lead discussions, understand buyer cues, and present proposals effectively. They will avoid common cultural missteps that delay or derail deals. You will receive a training record for each participant, documenting their completion of the 8-hour course.
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 Core Cultural Values for Japanese and Korean Business
- Identify the influence of hierarchy (senpai/kohai, sunbae/hoobae) in business interactions.
- Recognize the importance of indirect communication and non-verbal cues in both cultures.
- Explain how the concept of 'wa' (harmony) in Japan impacts meeting dynamics and decision-making.
2Prepare for Initial Meetings with Japanese and Korean Clients
- Master the correct etiquette for exchanging business cards (meishi/myeongham) and its significance.
- Formulate appropriate opening remarks and small talk topics to build initial rapport.
- Avoid the mistake of being overly direct, which can cause discomfort and lose trust.
3Navigate Meeting Dynamics and Communication Styles
- Recognize the value of silence in Japanese and Korean meetings and how to interpret it.
- Understand the typical meeting agenda flow and the roles of different participants.
- Avoid interrupting speakers, as this can be seen as disrespectful and damage relationships.
4Build Trust and Long-Term Relationships with Buyers
- Explain the concept of 'giri' (obligation) in Japan and how it influences long-term partnerships.
- Recognize the importance of consistency and reliability in all follow-up communications.
- Understand that trust is built slowly, and rushing can be a mistake that alienates buyers.
5Present Proposals and Negotiate Effectively
- Structure presentations to emphasize data, facts, and the long-term benefits for the client.
- Learn how to interpret subtle cues indicating agreement, disagreement, or a need for more information.
- Avoid the mistake of pushing for an immediate 'yes,' which can be seen as aggressive.
6Understand Decision-Making Processes and Key Stakeholders
- Identify the 'ringi-sho' process in Japan and its implications for gaining internal consensus.
- Recognize that decisions often involve multiple layers and collective agreement in Korea.
- Understand that focusing solely on the most senior person can be a mistake that overlooks key influencers.
7Handle Objections and Conflict Resolution with Respect
- Formulate responses to objections that maintain harmony and allow for saving face.
- Understand that direct confrontation is generally avoided and how to address issues indirectly.
- Avoid the mistake of escalating disagreements publicly, which can cause significant offense.
8Follow-Up and Post-Deal Relationship Management
- Structure polite and timely follow-up communications that reinforce commitment.
- Recognize the importance of maintaining regular contact, even after a deal is closed.
- Understand that neglecting post-sale support can be a mistake that jeopardizes future opportunities.
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: India
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