Credit Hours: 2

Security System Fundamentals for Sales Professionals

Security sales professionals taking this course will:

  • Acquire a fundamental knowledge of system types, function, capabilities and applications, including:
    • Intrusion detection systems
    • Video surveillance systems
    • Access control systems
    • Integrated systems
  • Learn about soft factors such as: insurance, liability and regulatory issues
  • Gain a sales perspective based on the customer-centric approach to selling
  • Learn to apply system capabilities to solve customer problems in different environments
  • Understand fundamentals of the sales process, from site-survey to proposal


Product Description / Course Objectives

This course provides an overview of electronic security systems and their various applications. It is intended as a primer for individuals involved in the security sales field, functioning in all capacities.

In addition to addressing technical aspect of security systems, it touches on soft issues, including regulations and sales process, in order to create a complete perspective

Security professionals have at their disposal a broad array of systems to address a prospect’s security concerns, including:

  • Intrusion detection
  • Video surveillance
  • Access control

Each system is composed of products, each of which has a range of technical capabilities which can be applied individually, or in combination, to address specific security issues. When applied in combination, systems may be integrated to improve overall operator efficiency.

Sales professionals must, therefore, possess a broad knowledge of the products offered by their company, how they may be used, individually or in combination and how to present them to a variety of prospects and security issues.

The sales approach presented here is “customer-centric”, which means it is focused on the customer benefits delivered by system features. In the final analysis, customers don’t buy systems specifications; they buy what the system delivers; how it solves real problems.


Credit Hours: 2


Approved for CEU Credit in:

Kentucky, Louisiana, Mississippi, New Jersey, Tennessee (Qualifying Agent), Texas