Courses › Sales skills, selling across cultures, and the objections per market
Selling to Latin American buyers when you are from Europe: culture, meetings, decision makers and the mistakes that lose deals
Ensure your team secures crucial Latin American pharma deals without cultural missteps.
The moment it goes wrong
Your sales team struggles to close deals in Brazil, Argentina, or Mexico. Calls go unanswered after initial meetings, and proposals sit unacknowledged. This silence means lost revenue, wasted travel budgets, and a damaged reputation for your company in a growing market.
What changes after this course
After this course, your team will confidently structure meetings and identify true decision-makers in Latin American markets. They will understand the unspoken rules of negotiation and build lasting trust. You will receive a full training record and individual completion certificates for your sales professionals.
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 for Stronger Deals
- Recognize the importance of personal relationships in Latin American business interactions.
- Identify common European behaviors that can be perceived as overly direct or cold.
- Understand how to build trust and rapport before discussing commercial terms.
2Structure Meetings Effectively for Latin American Buyers
- Learn the proper protocol for introductions and initial small talk in a first meeting.
- Understand the flexible approach to meeting agendas common in many Latin American countries.
- Avoid the mistake of rushing to business without establishing personal connection first.
3Decode Latin American Decision-Making Processes
- Identify the typical hierarchical structures within Latin American pharmaceutical companies.
- Understand that decisions often involve a broader group and take more time than in Europe.
- Recognize the influence of personal networks and long-standing relationships on purchasing choices.
4Master Communication Styles for Clearer Latin American Sales
- Distinguish between high-context and low-context communication styles in negotiations.
- Learn to interpret non-verbal cues that signal agreement, disagreement, or discomfort.
- Avoid the mistake of misinterpreting politeness for immediate consent during discussions.
5Handle Objections and Negotiate with Cultural Nuance
- Develop strategies for addressing objections with patience and cultural sensitivity.
- Understand the typical negotiation pace and the importance of flexibility on terms.
- Recognize that direct price challenges may be less common than indirect concerns.
6Build Long-Term Relationships with Latin American Clients
- Learn the importance of consistent follow-up that reinforces personal connection.
- Understand how social events and informal interactions strengthen business ties.
- Identify the cost of neglecting personal relationships after a deal is initially closed.
7Avoid Critical Cultural Mistakes That Lose Latin American Deals
- Recognize common conversational taboos and sensitive topics to avoid in business settings.
- Understand appropriate gift-giving etiquette and when it is acceptable.
- Learn the mistake of assuming universal business practices apply everywhere.
8Ensure Ethical Sales and Compliance in Latin American Markets
- Understand the local anti-bribery and corruption laws relevant to pharmaceutical sales in the region.
- Identify key ethical guidelines for interactions with healthcare professionals and government officials.
- Learn the cost of non-compliance with local regulations, including potential fines and reputational damage.
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