Objectives

This training programme combines theory with learning-by-doing workshops. Its aim is to provide participants with a clear and thorough understanding of the Incoterms® 2010 rules and their role within the broader context of an international sales transaction.

Starting with an overview of the considerations for choosing the logistical solution, offered by the 11 Incoterms® 2010 rules, the programme moves quickly into five learning-by-doing workshops where participants will be given recent real life scenarios, chosen by the facilitator according to the participants’ profiles, to practice incorporating the correct Incoterms® rule into the contract of sale and executing the contract accordingly.

Learning outcomes

By the end of the training, participants will be able to:

• use the Incoterms® 2010 rules book with confidence in order to identify the most suitable Incoterms® rule;
• understand the fundamentals of each rule, such as when it should be used, when risk passes and how costs are allocated between buyer and seller;
• describe the main issues to be considered by buyers, sellers and carriers as well as identify the relevant transport documents in order to secure a successful sales transaction
• describe what an Incoterms® rule does and doesn’t do in order to avoid dangerous mis-matches with the outlying contracts of transport, insurance and the letter of credit;
• help ensure that payment in cash/against documents happens as smoothly as possible by knowing how to avoid unwelcome documentary discrepancies.