Courses › Sales skills, selling across cultures, and the objections per market
What the C-suite must know before a customer dinner: the terms, bodies and rules that come up
Your next customer dinner could cost a deal or trigger an audit if you miss a key detail.
The moment it goes wrong
Imagine a crucial dinner where your team accidentally discusses off-label use or a competitor's product. This slip can lead to a formal warning letter from the FDA or EMA, damaging your company's reputation. The legal costs and lost market opportunities could run into millions of dollars.
What changes after this course
Your management team will confidently discuss products and regulations without missteps. They will understand the boundaries of promotional activities and data sharing. You will receive a full training record for your compliance documentation.
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 |
|---|---|---|
| Owner, CEO and board | Briefing | 50 min |
| Business development and export sales | Briefing | 50 min |
| Finance, pricing and tenders | Briefing | 50 min |
What is in the course, module by module
5 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 core regulations for pharma interactions.
- Learn about the FDA's Prescription Drug Marketing Act and its impact on sales.
- Identify key sections of the European Medicines Agency (EMA) guidelines for advertising.
- Recognize the penalties for violating promotional regulations, including large fines.
2Identify key bodies overseeing pharmaceutical conduct.
- Understand the role of the PhRMA Code on Interactions with Healthcare Professionals.
- Learn about the IFPMA Code of Practice for the Pharmaceutical Industry.
- Recognize how state boards of pharmacy enforce local pharmaceutical regulations.
3Navigate appropriate topics and data sharing.
- Distinguish between on-label and off-label product discussions.
- Understand the rules for sharing unpublished clinical trial data.
- Identify the risks of discussing competitor products and their claims.
4Manage financial interactions and gift-giving rules.
- Learn about the Sunshine Act and its requirements for reporting payments to professionals.
- Understand the limits on gifts and hospitality under industry codes.
- Recognize the mistake of offering inappropriate incentives and its legal cost.
5Prepare for global differences and compliance checks.
- Compare United States FDA regulations with European Medicines Agency (EMA) standards.
- Understand the importance of local country-specific laws in global markets.
- Prepare your team for internal and external compliance audits.
Price for this title
One licence, 5 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, Finance, pricing and tenders,
Businesses: every kind of pharma company
Countries: India China Türkiye Korea Japan Taiwan Egypt, Gulf and MENA Brazil and Latin America Pakistan, Bangladesh and Vietnam United States 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