Courses › Sales skills, selling across cultures, and the objections per market
Selling to Latin American buyers when you are from Korea: culture, meetings, decision makers and the mistakes that lose deals
Your Latin American deals are stalling; understand why now.
The moment it goes wrong
A Korean sales team consistently misses Latin American sales targets. They often misinterpret local buyer expectations, leading to critical miscommunications and lost opportunities. This directly impacts quarterly revenue projections and hinders market share expansion.
What changes after this course
Your team will confidently adapt their sales approach to diverse Latin American cultural norms. They will understand key decision-making processes and build stronger client relationships, leading to more closed deals. You will receive a detailed training record and completion certificates for all participants.
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 Foundations
- Recognize the diverse economic and political landscapes across key Latin American markets.
- Identify common business values and priorities shared by Latin American pharmaceutical buyers.
- Understand the importance of long-term relationship building over immediate transaction focus.
2Adapt to Latin American Communication Styles
- Differentiate between high-context and low-context communication preferences in Latin America.
- Grasp the role of indirect communication and non-verbal cues in business interactions.
- Avoid the mistake of being overly direct, which can be perceived as aggressive or disrespectful.
3Master Meeting Etiquette and Protocol
- Prepare for typical meeting structures, including the importance of initial small talk and personal connection.
- Understand appropriate dress codes and professional presentation for Latin American business meetings.
- Recognize the cost of rushing a meeting or not allowing sufficient time for relationship building.
4Identify Key Decision Makers and Influencers
- Map the typical hierarchy and power structures within Latin American pharmaceutical companies.
- Identify the roles of technical experts, procurement officers, and senior management in purchase decisions.
- Understand how family ties or long-standing relationships can influence purchasing decisions.
5Negotiate Effectively with Latin American Buyers
- Learn common negotiation tactics and expectations prevalent in Latin American business culture.
- Understand the importance of flexibility and patience during the negotiation process.
- Avoid the mistake of giving too many concessions too early, which can devalue your offer.
6Address Cultural Nuances in Contracts and Agreements
- Understand the importance of personal trust and verbal agreements alongside written contracts.
- Recognize common legal frameworks and regulatory bodies affecting pharmaceutical sales in the region.
- Identify the cost of failing to understand local contract interpretation, leading to disputes.
7Build Trust and Long-Term Relationships
- Learn strategies for building genuine rapport and demonstrating commitment to Latin American partners.
- Understand the value placed on loyalty and consistent support after a deal is closed.
- Avoid the mistake of only contacting clients when a new sale is imminent, damaging trust.
8Overcome Common Pitfalls and Recover from Mistakes
- Identify frequent cultural misunderstandings that can jeopardize deals with Latin American buyers.
- Learn how to apologize sincerely and rebuild trust after a cultural misstep.
- Understand the financial cost of losing a Latin American client due to a preventable cultural error.
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: Korea
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