Class Description

Online PV Technical Sales is based on the NABCEP PV Technical Sales Job Task Analysis and is designed for solar contractors and installers, electrical contractors, home builders, general contractors and others who are interested in selling solar PV systems. Topics include the general set of knowledge, skills and abilities typically required of Solar PV Salespersons who are responsible for customer and site qualification processes, site analysis, system design, ethical presentation, and accurate analyses and projections of electrical, environmental, and financial performance of PV systems.

This class covers all aspects of the residential and light commercial sales process, and covers the eight major NABCEP PV Technical Sales JTA topic areas. They are:

• Qualify the Customer;
• Site Analysis;
• Conceptual Design;
• Financial Costs, Incentives, and Savings;
• Financial Benefit Analysis and Financing;
• Non-financial Benefit Analysis;
• Performance Analysis; and
• Proposal Preparation

This online class is a combination of recorded in-class lectures, live and recorded Webinars and off-line assignments. Interaction with the instructor is accomplished with live Webinar class meetings, e-mail and phone conferences. Class duration is approximately six weeks.

Prerequisites

The class is designed to address the needs of solar energy professionals with little sales and marketing experience and those with sales experience in non-solar industries. It is highly recommended that students complete ONTILIITY Entry Level Solar Electric Training (either S103, the leader-led class, or S105, the online version) or an equivalent course before registering for PV Technical Sales.

For those who need a quick review of solar fundamentals and installation practices, Photovoltiacs, published by Solar Energy International is recommended. A more in-depth description of solar energy and PV systems is provided by Photovoltaic Systems  by Jim Dunlap. Both books are available from the ONTILITY store.

Course Objectives

Upon Completion of this course, the student will have the ability to:

• Describe methods for qualifying the customer based on data obtained via remote tools
• Describe various types of solar PV systems and the primary use for each type
• Describe the solar resource and its availability in a given area
• Describe PV system components and how they function
• Demonstrate the process for conducting a complete residential site analysis
• Calculate system electrical output values
• Demonstrate the use of financial tools for estimating production and ROI
• Demonstrate the ability to create a conceptual system design
• Describe the non-financial aspects of solar energy and distributed power production
• Create complete sales proposal

Student Evaluation

Student performance is evaluated on the basis of:

• Class participation
• Completion of assignments
• Final exam score of at least 80%

Attendance Policy

It is expected that students will attend scheduled classes regularly and on time. If an absence occurs, it is the responsibility of the student to make up all missed work. Students, who must withdraw from a class, will receive credit for work completed and may complete the course at a later date with instructor approval. Attendance will be tracked and maintained for various reporting purposes.

Accreditation and Evaluation

The curriculum for this course is based on the NABCEP Solar PV Technical Sales Job Task Analysis. In keeping with the standards of this institution and its accrediting bodies students are encouraged to provide informal feedback throughout the course. A survey is distributed to students on the last day of class whereby students are asked to evaluate the class and the instructor. This feedback is used to create an on-going professional development plan for instructors and to inform course improvements.

Students with Disabilities

This institution complies with Section 504 and the Americans with Disabilities Act. Students with disabilities who seek accommodations must make their requests knows when registering for a course or workshop. If a disability is identified after class has begun, a non-retroactive accommodation plan will be developed.