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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
Security
Domain
Non Specialist Security Functions
Status
Registered
Status date
27 February 1996
Date version published
23 April 2008
Planned review date
31 December 2009
Entry information
Open.
Accreditation
Evaluation of documentation and visit by NZQA and
industry.
Standard setting body (SSB)
ElectroTechnology Industry Training Organisation
Accreditation and Moderation Action Plan (AMAP) reference
0003
This AMAP can be accessed at http://www.nzqa.govt.nz/framework/search/index.do.
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.
 New Zealand Qualifications Authority 2016
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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 1988.
4
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.
Performance criteria
1.1
Market and related data are processed in accordance with enterprise policy,
marketing plans, and management direction.
Range
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.
 New Zealand Qualifications Authority 2016
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Element 2
Assess customer security needs.
Performance criteria
2.1
A security assessment is completed in accordance with customer requirements,
code of practice, and standard industry practice.
Range
2.2
assessment identifies threat levels, types, prioritised
vulnerabilities, identify security hazards, potential security
solutions.
Customer requirements are defined in accordance with the defined sales
approach, and assessment outcomes.
Element 3
Price security system applications and services.
Performance criteria
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.
Performance criteria
4.1
Negotiations are conducted in accordance with code of practice and accepted
industry practice, and acknowledge the provisions of current legislation.
Range
Fair Trading Act 1986, Consumer Guarantees Act 1993,
Employment Relations Act 2000.
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4.2
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.
Performance criteria
5.1
Records are developed and maintained in accordance with code of practice,
management instructions, standing orders, and standard industry practice.
5.2
Customer data is managed and protected to meet the requirements of current
law and standard industry practice.
Range
Privacy Act 1993, Protection of Personal and Property Rights Act
1992.
Element 6
Satisfy customer after-sales service requirements.
Performance criteria
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,
management instructions, standing orders, and standard industry 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,
management instructions, standing orders, and standard industry 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.
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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
reviewcomments@etito.co.nz if you wish to suggest changes to the content of this unit
standard.
 New Zealand Qualifications Authority 2016