Teaching objectives and requirements：
After learning this chapter you will be able to master at least the most frequently used three terms: FOB, CFR and CIF in international trade and other three newer terms: FCA, CPT and CIP which are becoming more and more popular in world trade. Students should be able to use these terms freely and make offers correctly in accordance with the international trade practices.
Teaching focus and difficulty：
Focus：Three influential int’l trade practices; six main international trade terms in INCOTERMS 2010; Pricing and Quotation of exports.
Difficulty：Six main international trade terms in INCOTERMS 2010; Pricing and Quotation of exports; Cost Calculation, Commission and Discount.
3.1 International convention of Trade Terms
3.1.1 Role of int’l trade terms
3.1.2 Three influential int’l trade practices
3.2 Six main international trade terms in INCOTERMS 2010
3.2.1 FOB
3.2.2 CFR
3.2.3 CIF
3.2.4 FCA
3.2.5 CPT
3.2.6 CIP
3.3 Other five trade terms
3.3.1 EXW
3.3.2 FAS
3.3.3 DAT
3.3.4 DAP
3.3.5 DDP
3.4 Pricing and Quotation of exports
3.4.1 Principle of Pricing
3.4.2 Ways of Pricing
3.4.3 Cost Calculation, Commission and Discount
3.5 Setting of price clause in a sales contract
3.5.1 Currency Selection
3.5.2 Trade Terms Selection
