Courses › Sales skills, selling across cultures, and the objections per market
Selling to Middle Eastern buyers when you are from Japan: culture, meetings, decision makers and the mistakes that lose deals
Ensure your sales team's Middle Eastern negotiations lead to successful contracts.
The moment it goes wrong
Your sales team might unintentionally cause offense or misunderstand critical cues, stalling deals before they begin. They could misinterpret communication styles or the true decision-making process. This results in wasted travel, lost opportunities, and significant revenue left on the table each quarter.
What changes after this course
After this course, your sales team will confidently engage Middle Eastern buyers, understanding cultural nuances and negotiation tactics. They will know how to build trust and navigate complex decision chains effectively. You will receive a training record and certificates of completion 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.
1Understand Middle Eastern Business Values
- Recognize the high value placed on hospitality in business interactions.
- Identify core cultural values like honor, family, and respect.
- Understand how religious practices can influence daily business schedules.
2Communicate Clearly with Middle Eastern Buyers
- Distinguish between direct and indirect communication styles.
- Interpret non-verbal cues and body language correctly.
- Practice active listening to build rapport and avoid misunderstandings.
3Conduct Effective Business Meetings
- Follow appropriate greetings and introductions in various settings.
- Understand the typical flow and expected duration of meetings.
- Avoid common discussion mistakes that may cause offense or distrust.
4Build Trust and Strong Relationships
- Learn strategies for fostering personal connections beyond the deal.
- Understand the critical role of trust in securing long-term partnerships.
- Recognize the value of repeated interactions for relationship development.
5Identify Key Decision Makers and Influencers
- Pinpoint the key individuals who hold authority in purchasing decisions.
- Understand the typical hierarchy for approvals within Middle Eastern organizations.
- Recognize the impact of consensus-building versus individual authority in choices.
6Negotiate Deals with Cultural Awareness
- Adapt your negotiation style to align with local expectations and norms.
- Understand the importance of patience and flexibility in deal-making.
- Avoid making premature concessions that could devalue your pharmaceutical offer.
7Avoid Deal-Breaking Cultural Missteps
- Identify cultural faux pas that can immediately jeopardize a potential deal.
- Understand how a perceived lack of respect can halt all negotiations.
- Recognize the cost of failing to address concerns about product quality or delivery.
8Ensure Long-Term Partnership Success
- Maintain strong relationships and communication after a contract is signed.
- Understand the expectations for ongoing support and engagement.
- Learn how neglecting post-sale engagement can risk future business opportunities.
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