{"product_id":"incoterms®-2020-for-export-sales","title":"Incoterms® 2020 for Export Sales","description":"\u003ch2\u003e\u003cspan\u003eQuote accurately. Explain delivery clearly. Protect your margin.\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003e\u003cspan\u003eA buyer asks for your best price “delivered to our warehouse”.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eBefore you can make a sound offer, you need to know more. Who will unload? Who can complete import clearance? Where will cargo risk transfer? Does the freight quotation cover the entire promised journey? What happens to your profit if the buyer changes the delivery requirements?\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eThis practical course from \u003c\/span\u003e\u003cstrong\u003e\u003cspan\u003eeBSI Export Academy\u003c\/span\u003e\u003c\/strong\u003e\u003cspan\u003e helps you answer those questions and turn them into a clear, commercially workable export quotation.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eLearn all eleven Incoterms® 2020 rules through the decisions you make in export sales, from the first customer enquiry to the final review of an order.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch2\u003e\u003cspan\u003eBuild confidence in the decisions behind your quotation\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003e\u003cspan\u003eChoosing a delivery rule affects the service you offer, the costs you need to recover and the responsibilities you must explain to your customer.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eYou will learn how to:\u003c\/span\u003e\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eMatch the delivery arrangement to your buyer’s needs and your ability to perform it.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eExplain where delivery occurs and when cargo risk transfers.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eIdentify which transport and handling costs belong in your price.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eClarify unloading, customs and insurance responsibilities before making a commitment.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eCheck that shipping documents and payment conditions fit the proposed transaction.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eCalculate gross margin correctly and price additional services consistently.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eNegotiate changes without allowing extra obligations to disappear into an unchanged price.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e\u003cspan\u003eThe emphasis throughout is on practical judgement, clear communication and commercially sound decisions.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch2\u003e\u003cspan\u003eWho is this course for?\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003e\u003cspan\u003eThis course is designed for:\u003c\/span\u003e\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eExport sales executives and international account managers.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eBusiness development professionals selling into overseas markets.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eSME owners and managers who prepare or approve export quotations.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eSales support and export administration staff involved in customer commitments.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eProfessionals moving into an export sales role or refreshing their knowledge of the 2020 rules.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e\u003cspan\u003eNo previous Incoterms knowledge is required. Familiarity with a sales quotation and basic arithmetic will help you get the most from the worked examples.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch2\u003e\u003cspan\u003eWhat you will study\u003c\/span\u003e\u003c\/h2\u003e\n\u003ch3\u003e\u003cspan\u003e1. The essential decisions behind an export offer\u003c\/span\u003e\u003c\/h3\u003e\n\u003cp\u003e\u003cspan\u003eUnderstand what Incoterms rules cover and where separate contract terms are needed. Distinguish delivery, cargo risk, transport costs, payment and ownership, and learn how to write a precise delivery entry.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch3\u003e\u003cspan\u003e2. Using delivery service to support the sale\u003c\/span\u003e\u003c\/h3\u003e\n\u003cp\u003e\u003cspan\u003eExplore buyer preferences, freight-price objections and alternative service offers. Learn to compare like-for-like costs and negotiate price, service and payment together.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch3\u003e\u003cspan\u003e3. EXW and FCA: making collection workable\u003c\/span\u003e\u003c\/h3\u003e\n\u003cp\u003e\u003cspan\u003eExamine loading responsibilities, export-clearance arrangements, evidence requirements and access to transport documents. Compare FCA delivery at the seller’s premises with delivery at another agreed place.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch3\u003e\u003cspan\u003e4. FAS, FOB, CFR and CIF in maritime sales\u003c\/span\u003e\u003c\/h3\u003e\n\u003cp\u003e\u003cspan\u003eConnect each maritime rule with the actual delivery operation. Review vessel loading, container handovers, port charges, insurance and the commercial consequences of delayed vessel nomination.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch3\u003e\u003cspan\u003e5. CPT and CIP: selling carriage with clear boundaries\u003c\/span\u003e\u003c\/h3\u003e\n\u003cp\u003e\u003cspan\u003eUnderstand why paying for carriage to destination does not necessarily mean bearing cargo risk until arrival. Review insurance scope, transport obligations and the evidence needed to support the offer.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch3\u003e\u003cspan\u003e6. DAP, DPU and DDP: making destination promises feasible\u003c\/span\u003e\u003c\/h3\u003e\n\u003cp\u003e\u003cspan\u003eChoose between destination-delivery options by checking unloading, import capability and site access. Learn how to identify commitments that need verification before you confirm a price.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch3\u003e\u003cspan\u003e7. Aligning contracts, documents and payment\u003c\/span\u003e\u003c\/h3\u003e\n\u003cp\u003e\u003cspan\u003eCheck the sales agreement, transport booking and documentary-payment requirements together. Explore document mismatches, customer-controlled payment evidence and the limits of what an Incoterms rule can resolve.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch3\u003e\u003cspan\u003e8. Building and explaining export prices\u003c\/span\u003e\u003c\/h3\u003e\n\u003cp\u003e\u003cspan\u003eWork through practical calculations covering gross margin, markup, freight, insurance and destination services. Learn why a 20% markup does not produce a 20% gross margin.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch3\u003e\u003cspan\u003e9. Auditing landed cost and protecting profit\u003c\/span\u003e\u003c\/h3\u003e\n\u003cp\u003e\u003cspan\u003eIdentify omissions and duplicated charges. Calculate the effect of exchange-rate movements, funding periods, delays and changes to delivery scope.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch3\u003e\u003cspan\u003e10. Applying the rules in export-sales cases\u003c\/span\u003e\u003c\/h3\u003e\n\u003cp\u003e\u003cspan\u003eApply your learning to machinery, perishables, bulk cargo and online B2B transactions. Complete a capstone in which you calculate alternative offers and respond to a last-minute unloading request.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch2\u003e\u003cspan\u003ePractise the conversations and calculations that matter\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003e\u003cspan\u003eThe course uses realistic fictional businesses and shipment scenarios to make the rules easier to apply.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eYou will work through situations such as:\u003c\/span\u003e\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eA container buyer requesting FOB when the seller hands goods to a carrier at its factory.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eA customer expecting seller cargo risk until arrival because the seller pays the freight.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eA proposed DDP order where the importing arrangements have not been checked.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eA freight quotation that excludes part of the promised delivery service.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eAn insurance premium calculated as a percentage of the final selling price.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cspan\u003eA buyer requesting additional unloading at the original quoted price.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e\u003cspan\u003eThirty practice decisions provide explanations for your choices, helping you understand the reasoning and apply it to your own work.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch2\u003e\u003cspan\u003eWhat is included?\u003c\/span\u003e\u003c\/h2\u003e\n\u003cul\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan\u003e100 learning screens\u003c\/span\u003e\u003c\/strong\u003e\u003cspan\u003e organised into ten chapters.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan\u003eFull narration\u003c\/span\u003e\u003c\/strong\u003e\u003cspan\u003e using the Connor voice.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan\u003e75 unique photographic illustrations\u003c\/span\u003e\u003c\/strong\u003e\u003cspan\u003e supporting the practical scenarios.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan\u003e25 explanatory diagrams\u003c\/span\u003e\u003c\/strong\u003e\u003cspan\u003e for comparisons, responsibilities and calculations.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan\u003eFour captioned instructional videos.\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan\u003e30 interactive practice decisions\u003c\/span\u003e\u003c\/strong\u003e\u003cspan\u003e with specific feedback.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan\u003eWorked pricing examples and a staged capstone.\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan\u003eA 40-entry glossary\u003c\/span\u003e\u003c\/strong\u003e\u003cspan\u003e and linked source references.\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan\u003eA comprehensive 70-page student manual.\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan\u003eA separate final assessment.\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003ch2\u003e\u003cspan\u003eStudy time and assessment\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003e\u003cspan\u003eAllow approximately \u003c\/span\u003e\u003cstrong\u003e\u003cspan\u003e3 to 4 hours for the course\u003c\/span\u003e\u003c\/strong\u003e\u003cspan\u003e, including practice activities and the capstone, plus time for the final assessment. Your study time will depend on your experience and how closely you work through the examples.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eThe assessment presents \u003c\/span\u003e\u003cstrong\u003e\u003cspan\u003e30 questions selected from an 80-question bank\u003c\/span\u003e\u003c\/strong\u003e\u003cspan\u003e, with questions drawn from every chapter.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eThe pass mark is \u003c\/span\u003e\u003cstrong\u003e\u003cspan\u003e60%, equivalent to 18 correct answers out of 30\u003c\/span\u003e\u003c\/strong\u003e\u003cspan\u003e.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch2\u003e\u003cspan\u003ePractical learning supported by authoritative sources\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003e\u003cspan\u003eThe course draws on ICC and ICC Academy materials alongside relevant official export, customs, maritime and insurance sources.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eFictional cases make the commercial decisions concrete while keeping the assumptions visible. You will learn to recognise when a transaction needs further confirmation from a carrier, customs adviser, insurer or bank before you commit to the customer.\u003c\/span\u003e\u003c\/p\u003e\n\u003ch2\u003e\u003cspan\u003eBring a current quotation to your learning\u003c\/span\u003e\u003c\/h2\u003e\n\u003cp\u003e\u003cspan\u003eUse one of your own export enquiries as a reference while you study. Review its delivery wording, cost assumptions, payment requirements and buyer responsibilities as you progress.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eBy the end, you should be better equipped to explain your offer, defend your calculations and identify the questions that must be answered before acceptance.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan\u003eEnrol in Incoterms® 2020 for Export Sales Executives and build a more confident, practical approach to export quotation and negotiation.\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003e\u003cspan\u003eIncoterms® is a registered trademark of the International Chamber of Commerce. This is an independent eBSI Export Academy course and does not claim ICC endorsement.\u003c\/span\u003e\u003c\/em\u003e\u003c\/p\u003e","brand":"eBSI Export Academy","offers":[{"title":"Default Title","offer_id":59244584730972,"sku":null,"price":9700.0,"currency_code":"PKR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0077\/7604\/3071\/files\/Incoterms-Export-Sales-Cover-Preview.png?v=1790152989","url":"https:\/\/www.ebsi.ie\/en-pk\/products\/incoterms%c2%ae-2020-for-export-sales","provider":"eBSI Export Academy","version":"1.0","type":"link"}