Courses › Sales skills, selling across cultures, and the objections per market
Selling to Japanese and Korean buyers when you are from the United States: culture, meetings, decision makers and the mistakes that lose deals
Secure your next quarter's revenue from Japan and Korea with confident sales.
The moment it goes wrong
Your sales team just flew to Seoul for a critical meeting, but their usual presentation style falls flat. Weeks later, the deal stalls, leaving you wondering what went wrong. The cost is lost revenue and wasted travel budgets for a potentially lucrative market.
What changes after this course
After this course, your sales team will understand specific cultural nuances for Japan and Korea. They will conduct meetings effectively, interpret non-verbal cues, and build lasting trust. You will receive a training record and certificates for each participant's professional development.
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.
1Prepare for First Impressions in Japan and Korea
- Understand the critical role of bowing in Japanese business introductions.
- Learn the proper etiquette for exchanging business cards in both cultures.
- Identify how hierarchy influences seating arrangements and address protocols.
2Communicate Clearly Across Cultural Divides
- Recognize the difference between direct and indirect communication styles.
- Interpret the meaning of silence and pauses during discussions.
- Avoid misinterpretations of 'yes' that do not signify agreement.
3Run Successful Meetings with Asian Buyers
- Construct an effective meeting agenda that respects cultural norms.
- Encourage participation without causing discomfort or offense.
- Manage meeting flow to ensure all points are addressed respectfully.
4Build Trust and Long-Term Relationships
- Grasp the importance of sustained relationship building over quick sales.
- Recognize the value of informal social interactions outside meetings.
- Understand how personal connections influence business decisions.
5Identify and Engage Key Decision Makers
- Discern the multi-layered consensus-building process in Japanese companies.
- Recognize the specific roles of different stakeholders in Korean decision-making.
- Avoid the mistake of only targeting the most senior person in a room.
6Present and Negotiate Effectively
- Structure presentations with data and evidence valued by these buyers.
- Employ polite language and deferential phrasing during negotiations.
- Understand the negotiation pacing and when to discuss pricing.
7Prevent Deal-Losing Mistakes
- Identify the cost of impatience and rushing the decision process.
- Avoid aggressive sales tactics that can alienate potential partners.
- Learn why interrupting or correcting a senior person can end a deal.
8Master Post-Meeting Follow-up and Next Steps
- Craft appropriate thank-you notes that reinforce professional respect.
- Define clear next steps and responsibilities without being pushy.
- Maintain consistent communication to nurture the relationship.
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: United States
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