DESIGNING AN ESP SYLLABUS: ENGLISH LANGUAGE SUPPORT FOR SALES EXECUTIVES

Sales Executive is a person whose job is to maximize the sales of the company. Sales executive sells his companys goods and services. : 22 25 years old : Male / Female : Indonesian

I.

PARTICIPANT

a. Age b. Sex c. Nationality

d. Mother Tongue : Indonesian e. Command of target language : Elementary command of English II. PURPOSIVE DOMAIN Occupational To facilitate duties as a sales executive III. SETTING Business Company which sells sportswear around the world, either in the office work or in the field activities which face to face with the costumer IV. INTERACTION Role : sales executives

Relationships : sales executives - customer, sales executives - clients, sales executives sales manager V. INSTRUMENTALITY a. Medium of communication Spoken : listening and speaking Written : reading and writing b. Channel of communication Face to face, by phone, by email VI. VII. DIALECT COMMUNICATIVE LEVEL VIII. COMMUNICATIVE KEY Standard English American dialects To promote products, to communicate with clients and customer, to attend meeting. Formal plus range of attitudes

TARGET NEEDS NECESSITIES 1. Listening to customer needs 2. Presenting the product appropriately to make a sale 3. Maintaining relationships with existing customers in face to face communication, via telephone calls and emails 4. Calling the customer to arrange meetings for future business 5. Arrange appointment with clients 6. Responding to incoming email and phone 7. Communicating as the link between customer and the company 8. Gathering market and customer information 9. Representing the company at trade exhibitions, events and demonstrations; 10. Negotiating on price, costs, delivery and specifications with customer and managers 11. Negotiating an agreement with the costumer 12. Advising on upcoming product developments 13. Creating proposal documents for a new products 14. Liaising with suppliers to check the progress of existing orders 15. Checking quantities of goods on display and in stock 16. Recording sales and order information 17. Entering the sales and order record into a computer system 18. Making cost calculations of the products selling 19. Attending team meeting and sharing best practice with colleagues. 20. Promoting products 21. Making a report about the market sales 22. Discussing about the future market probability 23. Offering products to the costumer 24. Handling objections LACKS 1. Giving oral presentation in English 2. Communicating with clients in English 3. Making a report of market sales in English 4. Making a proposal in English

5. Promoting products in English WANTS 1. Improve English language skills in a variety of marketing contexts 2. Develop ability to communicate technical marketing terminology in English 3. Increase confidence when dealing with clients, suppliers & colleagues in English face-to-face, on the phone or in writing 4. Communicate with clients using English fluently 5. Create an English marketing document

LEARNING NEEDS

OBJECTIVES Learners will be able to: 1. Create an advertising campaigns of products/services Identify parts of advertisement Identify language used in advertisement Write an advertisement

2. Make a presentation to launch product to the market - Identify the features of the products - Emphasize the selling points - Identify the vocabulary of describing products - Distinguish the appropriate adjectives for describing product - Describe products 3. Participate in meeting - Give opinion - Agreeing - Check comprehension/reformulating - Express reservation - Disagreeing - Make a suggestion

4. Write a report Identify report organization Check Spelling and punctuation Draw graphs, charts and tables Write paragraphs Write introductions and conclusions Revise the report - proofreading

5. Make a presentation Identify the structure of presentations Introduce the topic Make a statement of purpose Give the information in detail Sequencing Describing graphs and figures Describing similarities and differences Comparing and contrasting

Check that people are following Summarize the presentation Conclude the presentation