Export essentials: getting export sales contracts right

Build confidence in international trade with this practical 3-part workshop series. Learn how to reduce risk, protect cash flow, and avoid costly mistakes in global trade.

About the event

Build confidence in international trade with this practical 3-part workshop series. Learn how to reduce risk, protect cash flow, and avoid costly mistakes in global trade.

Getting export sales contracts right

This workshop is a practical and engaging introduction to international sales contracts for the sale of goods. Participants will get the knowledge and confidence to structure agreements that minimise risk and support smooth global trade.

The session breaks down the essential components of a strong sales contract. These include:

pricing terms
delivery obligations
product descriptions
documentation requirements
payment conditions
dispute mechanisms
how Incoterms® should be correctly incorporated.

Participants will learn how contracts combine logistics, compliance, insurance, and financial exposure, ensuring clarity between seller and buyer.

Real-world examples

Using examples from common industry scenarios, this webinar will:

highlight where businesses often face issues
explain how to avoid costly misunderstandings

Key topics

The purpose and importance of international sales contracts in global trade
Essential contract elements: parties, goods, pricing, documentation, liability, and governing law
How Incoterms® interact with sales contracts
Documentation obligations: invoices, certificates, transport documents, and compliance requirements
Governing law, jurisdiction, and dispute resolution
Payment terms (TT, CAD, Letters of Credit) and risk considerations
Common errors in contracts and how to avoid disputes
Real examples demonstrating cost, risk, and responsibility alignment
Common contract errors and how to avoid them

Who it's for

Exporters, importers, and global procurement teams
Logistics, operations, and supply chain managers
Sales, commercial, and business development professionals involved in quoting and contract setup
Finance, credit, and risk management staff
Anyone new to international trade or seeking a refresher on contract structure and obligations
Business owners and managers involved in international trade
Anyone whose role involves:
- drafting contracts
- quoting
- negotiating payment terms
- operational planning
- managing international customers
- managing risk

Speaker

Mark Coleman

Director of ICAL International Customs and Logistics

Mark is an export expert, with more than 30 years of international trade experience.

He has both the practical and academic expertise to educate exporters and importers on navigating the complexities of international trade and transportation.

Mark owns the Melbourne-based international freight forwarding and customs brokerage business ICAL International Customs and Logistics.

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