Make presentations to sell electronic security systems

URN: SFS SYS 15
Business Sectors (Suites): Electronic Security Systems
Developed by: Skills for Security
Approved on: 2018

Overview

​This NOS sets out the skills, knowledge and understanding for you to prepare and give presentations to sell electronic security systems.

This NOS covers the following activities:

1.  Prepare to make sales presentation

2.  Give sales presentations


Performance criteria

You must be able to:

Prepare to make sales presentations

P1  confirm and clarify your customers' particular needs and interests in products and services, to help prepare effective presentations

P2  use presentation variables effectively when preparing presentations 

P3  make sure that the objectives of your presentations are clear and address the needs of your customers

P4  prepare presentations that meet the requirements and expectations of your customers, and conform to your organisation's style

P5  use structures, methods and materials that are appropriate to your presentations, and maximise the impact of the information that you provide

P6  confirm the availability of resources that you need for presentations, including backups and alternatives

P7  make sure that your presentations contain information, suggestions and ideas to help customers make purchase decisions

P8  make effective preparations to deal with potential variations and divergences from planned presentations

Give sales presentations

P9  present information clearly and in a style and manner that are appropriate to your customers and inspires their confidence

P10  make sure the length, structure and content of your presentations conform to your plans

P11  use appropriate methods and resources that enhance your presentations

P12  encourage and respond to customers' questions and comments in a manner that promotes purchase decisions

P13  provide or arrange for further information to be supplied to customers when this is appropriate

P14  take opportunities where possible to gain commitments to purchase, or progress sales

P15  evaluate your presentations against your objectives and plan to improve your future presentations


Knowledge and Understanding

You need to know and understand:

Prepare to make sales presentations

K1  how to identify the objectives of sales presentations 

K2  how to prepare and structure sales presentations

K3  the differences between formal and informal presentations

K4  the differences between presenting to existing and potential customers 

K5  the variables that apply to presentations and how to use them effectively 

K6  the different resources that you could and should use for effective presentations

K7  your organisation's products and services

K8  how to communicate and work with other people

Give sales presentations

K9  how to gain the confidence of your customers through your manner, appearance, knowledge and skills

K10  the products and services that are the subject of your sales presentations

K11  how to use presentation aids effectively and confidently

K12  how to anticipate and respond to customers' questions and comments 

K13  how to recognise and deal effectively with customers' objections and issues that could prevent them making purchases

K14  how to recognise and make use of selling opportunities

K15  how to evaluate your presentations against their objectives and identify areas that could be improved


Scope/range

Competency must be demonstrated in two of the seven areas including at least one of the core areas:

Core areas

  • Intruder
  • Fire Alarm
  • CCTV
  • Access Control

Other areas
* Nurse Call

  • EAS Systems
  • Cloud Based System

Scope Performance


Scope Knowledge


Values


Behaviours


Skills


Glossary

In these National Occupational Standards;

Electronic security systems: a generic term that includes: intruder, fire, cctv, access, remote monitoring systems and other types of protective installations. It also encompasses the integration of existing and new systems.

information: copies of presentation material; technical specifications; proposals; customer testimonies

resources: audio-visual aids; handouts, product samples; colleagues presentation variables: related to the presentation, length, objectives, audience size and composition


Links To Other NOS


External Links


Version Number

2

Indicative Review Date

2023

Validity

Current

Status

Original

Originating Organisation

Skills For Security

Original URN

SFS SYS15

Relevant Occupations

Elementary Occupations, Elementary Security Occupations

SOC Code

5245

Keywords

electronic; security; systems; sell; presentations; sales; proposal; specifications; transmission