Courses › Sales skills, selling across cultures, and the objections per market
Selling to Latin American buyers when you are from Japan: culture, meetings, decision makers and the mistakes that lose deals
Your Latin American deals are at risk if your team misunderstands local business culture.
The moment it goes wrong
A Japanese sales team recently lost a major distribution deal in Brazil because they did not understand the local negotiation style. They focused purely on product features and missed the relationship-building cues. This misstep cost the company millions in potential revenue and market share.
What changes after this course
After this course, your sales team will confidently navigate Latin American business interactions. They will know how to build trust, present proposals effectively, and avoid common cultural missteps. You will receive a full training record for your internal audit and individual certificates for each participant.
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.
1Grasping Latin American Business Fundamentals
- Understand the importance of personal relationships in all business dealings.
- Identify the typical hierarchical structures within Latin American companies.
- Recognize the value placed on trust before discussing technical details or prices.
2Preparing for Your First Client Meeting
- Know the expected dress code and appropriate greetings for different countries.
- Learn how to manage flexible punctuality and agenda adherence.
- Prepare relevant small talk topics to build initial rapport.
3Mastering Communication Styles and Body Language
- Distinguish between direct and indirect communication patterns.
- Interpret non-verbal cues and body language effectively.
- Practice active listening to understand unspoken needs and concerns.
4Navigating the Negotiation Process Effectively
- Understand the typical stages of a Latin American negotiation.
- Identify common negotiation tactics and how to respond to them.
- Learn when and how to discuss pricing and payment terms respectfully.
5Building Enduring Business Relationships
- Develop strategies for maintaining contact beyond formal meetings.
- Recognize the significance of social invitations and networking events.
- Understand how personal connections influence long-term business success.
6Identifying Key Decision Makers and Influencers
- Pinpoint who truly holds power in family-owned and corporate structures.
- Learn how to engage with multiple stakeholders effectively.
- Understand the role of advisors and influencers in the decision process.
7Avoiding Costly Cultural Missteps
- Identify common mistakes in gift-giving etiquette and social interactions.
- Recognize how misunderstandings can delay or derail a deal.
- Learn to recover gracefully from a cultural faux pas.
8Actionable Strategies for Sales Success
- Review successful sales approaches from Japanese companies in Latin America.
- Develop a personalized action plan for your next client engagement.
- Understand the value of consistent follow-up and communication.
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: Japan
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