Solar PV for Sales Professionals - 2 Days in MA - Boston

Available Dates

Our Solar Photovoltaic (PV) sales course has been developed with the best practices in solar sales from dozens of successful solar sales organizations. It begins by introducing the fundamentals of solar PV technology and markets for new professionals on the first day and will continue into special sales methods for solar PV, communicating with the customer, estimating systems, and communicating needs to the installer on the second day.

Syllabus

DAY 1

Course & Resources Overview
Instructor and Student Introductions & Backgrounds
The Grid, Distributed Generation and Renewable Energy
Intro to Solar Energy Systems, Types, Applications & History
Solar Radiation & the Sun Earth Relationship
Solar Panel Components, Cells, Panels, Array, P&N Junction, Bypass Diodes.
DC Electricity - Volts, Amps, Watts & Effects of Temperature
Lab - IV Curves, Parallel and Series Wiring, Radiation, Irradiance
Solar Equipment types and Configurations
Group Exercise 1 - System Component Choices for Customers

DAY 2

Inverters - Operation, Efficiency, Sizing, Types, DC to AC Conversion
Electrical & Utility Integration
Mechanical Integration & Roofing Solutions
Maintenance, Trouble Shooting, Monitoring
Solar Site Surveys, Sun Path Charts & Shading Effects on PV Generation
Tools - Solar Pathfinder, Solmetric Sun Eye, Compass, Angle finders
PV Solar System Design - Online System Sizing Tools & Google Earth
System Sizing Grid, Tied Systems and Average Sun Hours by Location
Lab - Input Shade Calculations into the CSI EPBB Calculator
Group Exercise 2 - DC to AC Efficiencies, STC, PTC, AC - CEC

DAY 3

On Line System Sizing, CRM's, Quoting Tools, Contract Preparation
Presentation by Clean Power Finance
System Costs, Economics, ROI & IRR Calculations, Incentive Types
Utility Rates and Effects of Time Of Use Metering
Environmental Benefits of Renewable Energy, Solar & Plug-in Hybrids
Energy Efficiency, Grid Peak Power and Peaker Plants
Group Exercises 3 & 4 - PV System Sizing Exercises

DAY 4

Effective Marketing - Who Buys, How to Reach Them, Why They Reach Out
The PV Sales Process - Best Demonstrated Practices, Dealing with Objections and What Those Are, Identifying Clients & Their Specific Needs
Making the Sale - Building Rapport , Closing, Case Studies & References
Successful Solar Business Plans Explored
Incentives and the Target of Grid Parity
How to Differentiate Yourself from the Pack
The Ethics of Selling Solar
Relationship Between, Sales Engineering & Installation
Group Exercise 5 - Complete System Quote, Contract & Presentation

Course Materials Include

Your tuition fee includes instruction, materials, text book, examination fee, labs and daily catered lunch on all 4 days. All students receive a course completion certificate on the last day. Students who pass the certification exam on the last day are also awarded the Certified Solar PV for Sales Professional certification.

Credits

All students receive a course completion certificate on the last day. Students who pass the certification exam on the last day are also awarded the Certified Solar PV for Sales Professional certification.