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PVOL206: Solar Training - Solar Business and Technical Sales - Online

There are many opportunities for different careers in the residential PV industry, including the business and sales side. Addressing topics from the NABCEP PV Technical Sales job task analysis, PVOL206 focuses on important technical considerations for PV sales professionals, including financial analysis and system financing. Through insightful presentations and instruction from experts working in the field, the course covers technical details needed to assess potential residential PV sites and to create and present accurate sales proposals. Concepts discussed in detail include: site safety, customer qualification, solar site analysis, creating conceptual design proposals, performance modeling, system costing, incentives and rebates, financial-benefit analyses, financing options, and the non-financial benefits of photovoltaic systems. This course is geared toward students who are interested in, or who already are working in, the business or sales side of the residential PV industry and are looking to improve their knowledge and sales techniques or are working towards the NABCEP PV Technical Sales Certification.

what you will learn

Students who complete PVOL206 will be able to:

  • Discuss the basics of policy and its effect on the solar industry
  • Identify resources to learn more about policy and keep up to date with new developments
  • Describe general sales tips
  • Discuss common objections
  • Identify techniques to close a sale
  • Identify customer motivations and needs
  • Discuss project timeline with customer
  • Manage customer expectations and advise about PV system limitations
  • Discuss manufactures, installation, and roof warranties
  • Explain expected system performance
  • Identify jurisdictional issues (zoning, fire marshal regulations) and city, county, and utility requirements
  • Understand electric bill terminology, key information, and billing procedures
  • Recognize any variations in energy use
  • Determine property type, house orientation, roof tilt/angle, and available area
  • Identify any shading and evaluate obstructions
  • Estimate array size based on customer budget, kWh consumption, and / or available roof area
  • Price array size based on average $/watt
  • Develop price range, savings estimate, and preliminary economic analysis
  • Present (verbal / brief) initial ballpark proposal and benefits, discuss customer’s budget limits
  • Identify overall customer considerations and general safety requirements
  • Define the electrical meter and main service panel information required
  • Identify point of interconnection, location for electrical equipment, and location for conduit runs
  • Describe factors to consider with data monitoring
  • Determine maximum PV capacity that can be connected to a specific service and/or electrical panel
  • Create a final array layout
  • Accurately estimate PV system production
  • Define metrics to evaluate labor and material costs
  • Calculate an average residential system cost & identify the major contributing factors
  • Identify the main benefits of reviewing actual build data (job costing)
  • Define property tax exemptions, tax deductions, transfer credits, sales tax exemptions
  • Explain performance based-initiatives
  • Evaluate taxability of credits and other incentives
  • Review net-metering and feed-in tariff laws
  • Identify different utility financial structures and regulated and deregulated markets
  • Describe demand charges & the duck curve
  • Outline financing basics
  • Explore ownership models
  • Calculate annual and cumulative cash flow, determine payback
  • Calculate the environmental benefits of installing solar
  • Identify what to include in a proposal, the proposal process, and what tools are available to generate proposals
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helpful information

Click here for Computer & Software Requirements for online courses.

PREREQUISITE COURSE: Before participating in the PVOL206 course, students MUST complete PV101 or PVOL101, an equivalent course from another organization, have NABCEP certification, or demonstrate field experience and pass a placement quiz. Please contact [email protected] if you feel you are qualified to skip the prerequisite for PVOL206.

For information on SEI’s Solar Professionals Certificate Program please click here.  For information on SEI’s workshop and training program policies please click here.

nabcep certification information

SEI Contact Training Hours: 6 Weeks Online = 60 hours

This course provides approved credit hours towards the following NABCEP Certifications and Recertifications:

  • PV Installation Professional
  • PV Design Specialist
  • PV Installer Specialist (Recertification only)
  • PV Commissioning and Maintenance Specialist
  • PV Technical Sales Professional
  • PV Associate (Renewal only)
  • SH Associate (Renewal only)
  • Solar Heating Installer (Recertification only)

Please visit NABCEP’S online course catalog for credit hours breakdown.

For information on SEI’s Solar Professionals Certificate Program please click here.

more on nabcep certification > sei's solar professionals certificate program info >

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course snapshot

  • Online
    • November 09 2020 - December 20 2020
    • April 05 2021 - May 16 2021
    • August 09 2021 - September 19 2021
    • November 01 2021 - December 12 2021
  • 6 Wks/60 hrs
  • 10-20 hours/week

course materials

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