Courses › Sales skills, selling across cultures, and the objections per market
Selling to Latin American buyers when you are from Pakistan, Bangladesh and Vietnam: culture, meetings, decision makers and the mistakes that lose deals
Your team's Latin American deals depend on understanding cultural nuances.
The moment it goes wrong
A promising sales lead from Brazil goes silent after a single email. Your team struggles to get a second meeting with a Chilean buyer, costing weeks of follow-up and lost revenue. Misunderstandings about decision-making hierarchies delay deal closures, leading to missed quarterly targets.
What changes after this course
Your sales team will confidently engage Latin American buyers, understanding their communication styles and decision processes. They will know how to build trust and avoid common cultural missteps that lose deals. You will receive a full training record and individual 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 Diverse Latin American Business Cultures
- You will identify key cultural dimensions influencing business interactions across Latin America.
- You will recognize the importance of personal relationships and hierarchy in Latin American business.
- You will learn common social protocols and their impact on initial business engagements.
2Prepare for Your First Latin American Sales Meetings
- You will know how to research a Latin American company's structure and key personnel.
- You will prepare appropriate meeting materials, considering local preferences and languages.
- You will understand the importance of punctuality and flexible scheduling in different regions.
3Master Communication and Rapport Building
- You will distinguish between direct and indirect communication styles prevalent in Latin America.
- You will learn strategies for building trust and personal rapport before discussing business specifics.
- You will understand the role of non-verbal cues and personal space in Latin American interactions.
4Navigate Decision Makers and Influence Processes
- You will identify the typical hierarchy of decision-making within Latin American pharmaceutical companies.
- You will understand the influence of family and personal connections on business decisions.
- You will learn how to engage multiple stakeholders effectively throughout the sales cycle.
5Conduct Effective Negotiations and Present Offers
- You will understand common negotiation styles and expectations in Latin American markets.
- You will learn how to present proposals clearly, addressing local regulatory requirements where applicable.
- You will recognize the role of patience and flexibility during the negotiation phase.
6Avoid Common Cultural Mistakes That Lose Deals
- You will identify specific cultural faux pas that can damage business relationships and trust.
- You will learn how to recover from misunderstandings and maintain a professional demeanor.
- You will understand the cost of ignoring cultural differences in terms of lost opportunities.
7Manage Post-Meeting Follow-Up and Relationship Building
- You will learn the appropriate timing and methods for follow-up communications after meetings.
- You will understand how to maintain long-term relationships beyond a single transaction.
- You will recognize the value of continued personal interaction for business longevity.
8Tailor Your Approach to Specific Latin American Countries
- You will identify key cultural differences between major Latin American markets like Brazil, Mexico, and Argentina.
- You will adapt your sales strategy to specific regional business practices and expectations.
- You will understand the importance of local language considerations, such as Spanish vs. Portuguese.
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: Pakistan, Bangladesh and Vietnam
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