Courses › Sales skills, selling across cultures, and the objections per market
Selling to Latin American buyers when you are from China: culture, meetings, decision makers and the mistakes that lose deals
Your Latin American deals are stalling because of cultural misunderstandings.
The moment it goes wrong
Your sales team misses key signals in virtual meetings, leading to stalled negotiations. A critical tender might be lost simply because your team did not understand local decision-making hierarchy. This costs weeks of effort and potentially millions in lost revenue.
What changes after this course
Your team will confidently lead sales conversations, understanding local customs and decision paths. They will know how to build trust and close deals effectively across Latin America. You will receive a training record for each participant, documenting their completion of the 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 Latin American Business Culture
- Identify key cultural differences impacting business interactions.
- Recognize the value placed on personal relationships in Latin America.
- Avoid common cultural missteps that can damage initial trust.
2Build Strong Relationships Remotely
- Master effective virtual introductions to establish rapport.
- Learn how to maintain consistent communication and build trust over time.
- Understand the importance of social conversation before discussing business.
3Lead Productive Virtual Meetings
- Plan meeting agendas that respect local communication styles.
- Manage meeting punctuality expectations across different regions.
- Interpret non-verbal cues and silences during online discussions.
4Identify True Decision Makers
- Uncover complex organizational hierarchies in Latin American companies.
- Differentiate between formal and informal influence networks.
- Recognize when the real purchasing power lies outside the meeting room.
5Negotiate Effectively Across Cultures
- Adapt your negotiation style to suit Latin American preferences.
- Understand the role of flexibility and concessions in deal-making.
- Avoid pressuring buyers into quick decisions, which can lose the deal.
6Communicate Clearly and Respectfully
- Choose appropriate language formality for various business contexts.
- Interpret indirect communication and unspoken expectations accurately.
- Ensure your messaging respects local customs and avoids offense.
7Secure Agreement and Follow Up
- Learn techniques to confirm understanding and gain commitment.
- Structure follow-up communications to maintain momentum respectfully.
- Understand the typical timelines for closing deals in the region.
8Navigate Compliance and Ethics
- Recognize key anti-corruption laws relevant to Latin American markets.
- Understand local regulations impacting pharmaceutical sales.
- Identify common ethical pitfalls and how to avoid them to protect your company.
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