Promote security system and service sales

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1 Page 1 of 5 Promote security system and service sales Level 3 Credits 2 Purpose This unit standard is for people who work, or intend to work, as security system or service sales representatives, or in other occupations that involve the promotion and/or sale of security system applications and services. People credited with this unit standard are able to: develop sales plans and positions; assess customer security needs; price security system applications and services; negotiate sales and/or service contracts; maintain customer records; and satisfy customer (after-sales) service requirements. Subfield Domain Status Security Non Specialist Security Functions Registered Status date 27 February 1996 Date version published 23 April 2008 Planned review date 31 December 2009 Entry information Accreditation Standard setting body (SSB) Open. Evaluation of documentation and visit by NZQA and industry. ElectroTechnology Industry Training Organisation Accreditation and Moderation Action Plan (AMAP) reference 0003 This AMAP can be accessed at Special notes 1 This unit standard relates to the promotion and/or sales of security staff services, physical security equipment, electronic security systems, security consultancy services, and security training and development services.

2 Page 2 of 5 2 Persons working or intending to work as a security officer or in related security employment may require a Security Guard s Licence or, if an employee of a Security Guard Licence holder, a Certificate of Approval to be the Responsible Employee of a Security Guard. Both are issued by the Registrar of Private Investigators and Security Guards. 3 References Fair Trading Act 1986; Consumer Guarantees Act 1993; Employment Relations Act 2000; Privacy Act 1993; Protection of Personal Property Rights Act Definitions Code of practice an agreed industry standard code of practice governing security system and services sales, promotion and consultancy. Standing orders general standing orders and instructions issued by the employing company. Enterprise instructions other stated work practices and instructions issued by the employing company. Accepted tradecraft practices or standard industry practice standard security practices and procedures described in a nationally accredited or authorised training programme, procedural manual, or other reference document. Elements and performance criteria Element 1 Develop sales plans and positions. 1.1 Market and related data are processed in accordance with enterprise policy, marketing plans, and management direction. processing includes collection, collation, and analysis. 1.2 Sales plans are produced to identify, categorise, and prioritise sale opportunities in accordance with management direction and market data. 1.3 Product and services data are prepared to satisfy customer requirements. 1.4 Sales schedules or programmes are produced in accordance with sales plans and resource availability. 1.5 Sales position and approach to each potential customer are defined to enable effective initial communication. 1.6 Initial communication with potential customers is established to achieve further sales position advantage or to indicate that no further development is practical.

3 Page 3 of 5 Element 2 Assess customer security needs. 2.1 A security assessment is completed in accordance with customer requirements, code of practice, and standard industry practice. assessment identifies threat levels, types, prioritised vulnerabilities, identify security hazards, potential security solutions. 2.2 Customer requirements are defined in accordance with the defined sales approach, and assessment outcomes. Element 3 Price security system applications and services. 3.1 Products and/or services are identified in accordance with defined customer requirements and authorised documentation. 3.2 Component prices are derived from authorised data and in accordance with management instructions, enterprise instructions, and accepted tradecraft practice. 3.3 Work (installation) estimates are made in accordance with management instructions, enterprise instructions, and accepted tradecraft practice. 3.4 Pricing is based on agreed security system specifications. 3.5 System and component redundancy and application requirements are acknowledged in accordance with safe practice. 3.6 Mark-up, contingency, and other charges are calculated in accordance with management instructions. Element 4 Negotiate sales and/or service contracts. 4.1 Negotiations are conducted in accordance with code of practice and accepted industry practice, and acknowledge the provisions of current legislation. Fair Trading Act 1986, Consumer Guarantees Act 1993, Employment Relations Act 2000.

4 Page 4 of Terms and conditions are explained in clear, unambiguous language that is acceptable to the customer. 4.3 Documentation complies with standard legal requirements and code of practice. 4.4 Written estimates and explanation are delivered on request and within specified times. Element 5 Maintain customer records. 5.1 Records are developed and maintained in accordance with code of practice, 5.2 Customer data is managed and protected to meet the requirements of current law and standard industry practice. Privacy Act 1993, Protection of Personal and Property Rights Act Element 6 Satisfy customer after-sales service requirements. 6.1 Service needs are identified and noted in accordance with code of practice, management instructions, and standard industry practice. 6.2 Enquiries and complaints are managed in accordance with code of practice, 6.3 Scheduled service and support are provided in accordance with contracted terms and conditions 6.4 Reports and records are completed in accordance with code of practice, Please note Providers must be accredited by NZQA, or an inter-institutional body with delegated authority for quality assurance, before they can report credits from assessment against unit standards or deliver courses of study leading to that assessment. Industry Training Organisations must be accredited by NZQA before they can register credits from assessment against unit standards. Accredited providers and Industry Training Organisations assessing against unit standards must engage with the moderation system that applies to those standards.

5 Page 5 of 5 Accreditation requirements and an outline of the moderation system that applies to this standard are outlined in the Accreditation and Moderation Action Plan (AMAP). The AMAP also includes useful information about special requirements for organisations wishing to develop education and training programmes, such as minimum qualifications for tutors and assessors, and special resource requirements. Comments on this unit standard Please contact the ElectroTechnology Industry Training Organisation if you wish to suggest changes to the content of this unit standard.

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