Diamond Jewelry Sales: Understanding the Factors that Influence Value and Durability, Exams of Advanced Education

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Diamond Essentials Exam

____ is an important factor in diamond jewelry sales. - Answer- Romance Diamond is a mineral made of a single element: ____ - Answer- Carbon A diamond's value is based on its own unique combination of the ____ - Answer- Four Cs ____ normally have a bigger impact on a diamond's beauty and value than blemishes - Answer- Inclusions Diamond is the most ____ gemstone - Answer- Durable Diamonds are expensive because they're ____ and costly to mine - Answer- Rare ____ ____ are effective diamond sales tools - Answer- Brand names A small, four-sided step cut that's rectangular, square or tapered - Answer- Baguette Clarity characteristic that's confined to the surface of a gemstone - Answer- Blemish Cutting style that's developed, named and promoted by a specific manufacturer - Answer- Branded cut The affect of a diamond's internal and external reflections of white light - Answer- Brightness Cutting style with triangular or kite-shaped facets that radiate from the center towards the girdle - Answer- Brilliant cut The collective term for inclusions and blemishes - Answer- Clarity characteristics Top part of a gem above the girdle - Answer- Crown Small facet at the bottom of a finished gem - Answer- Culet A gemstone's ability to withstand wear, heat and chemicals - Answer- Durability A flat, polished surface of a finished gemstone - Answer- Facet

Any gemstone shape or cutting different from a standard round brilliant - Answer- Fancy cut The flashes of color you see in a polished diamond - Answer- Fire Four value factors (clarify, color, cut and carat weight) that describe the quality of a finished diamond - Answer- Four Cs The narrow section of a finished gem that forms the boundary between the crown and the pavilion and functions as the gem's setting edge - Answer- Girdle How well a gemstone resists scratches and abrasions - Answer- Hardness Clarity characteristic totally enclosed in a polished gemstone or extending into it from the surface - Answer- Inclusion A unit of measurement for the fineness of gold - Answer- Karat The international measurement for gem weight - Answer- Carat How much is one carat? - Answer- One fifth of a gram Cut that combines brilliant-cut and step-cut styles - Answer- Mixed cut Ranking of relative hardness of 10 minerals - Answer- Mohs scale Lower part of a faceted gem below the girdle - Answer- Pavilion One hundredth of a carat - Answer- Point The flashes of light and contrasting dark you see when the diamond, the light or the observer moves - Answer- Scintillation A natural or man made material that imitates a gem - Answer- Simulant A round stone with 17 to 18 facets - Answer- Single cut How well a diamond resists chemicals and temperature changes - Answer- Stability A round brilliant cut stone with 57 or 58 facets (often called a full cut) - Answer- Standard round brilliant A cutting style that features long, narrow facets in rows parallel to the girdle on both the crown and the pavilion - Answer- Step cut

A man made gem with essentially the same chemical composition, crystal structure, crystal structure and properties of a natural gem - Answer- Synthetic gem Damage caused by sudden, extreme temperature changes - Answer- Thermal shock How well a gemstone resists breaking or chipping - Answer- Toughness Features used to judge the quality and value of gemstones - Answer- Value factors Even ____ clarity characteristics can have a large influence on diamond value - Answer- Small A ____ is convenient and portable and can be very accurate - Answer- Loupe ____ are useful tools for retail sales presentations - Answer- Microscopes A skilled cutter can often ____ the clarity of a diamond by eliminating or hiding clarity characteristics - Answer- Improve ____ ____ only improves the apparent clarity of a diamond - Answer- Fracture filling Industry professionals agree that ____ of gem treatments is good business practice - Answer- Disclosure ____ usually only affect the top two clarity grades, while inclusions affect all grades - Answer- Blemishes A ____ ____ is a useful record of a diamond's clarity - Answer- Diamond plot A clearly explained plot can increase a customer's ____ in their purchase and in giu - Answer- Confidence The relationship between clarity, ____, and value is an important tool in sales presentations - Answer- Rarity Stress diamond ____ in sales presentations - Answer- Value A term used to describe the effects of treatments of the visual appeal of a gemstone - Answer- Apparent clarity A tabletop magnifier with two eyepieces - Answer- Binocular microscope Forming the basic face-up outline of a round or rounded-shape diamond to prepare it for faceting - Answer- Bruting A collective term for diamond cleavages and fractures - Answer- Feather

Treatment that involves injecting a molten glass substance into a diamond's surface- reaching feathers or laser drill-holes - Answer- Fracture filling Treatment that involves using a concentrated beam of laser light to reach a diamond's dark inclusions and to disguise or eliminate them - Answer- Laser drilling A small, portable magnifying lens used for examining gemstones - Answer- Loupe Term that describes a diamond that might have surface blemishes, but shows no inclusions under 10X magnification - Answer- Loupe clean An individual or company that cuts and polishes diamonds and colored stones - Answer- Manufacturer A general term for included stones - Answer- Piqué A color-keyed diagram of a gemstone's significant clarity characteristics - Answer- Plot Slight differences in color can cause dramatic differences in ____ - Answer- Value The ___ ___ ___ scale describes the normal color range of diamonds - Answer- D to Z It's difficult to accurately determine a diamond's color grade if it's ____ - Answer- Mounted ____ ____ is not a reliable tool for color grading - Answer- Color memory ____ and a lot of practice are what makes a good diamond grader - Answer- Training The value of colored diamond's generally increases with the strength and ____ of the color - Answer- Purity Diamond's can be treated to alter or add color by coating, ____, heating or by a combination of irradiation and heating - Answer- Irradiation A combination of high temperature and high pressure can ____, remove or create diamond color - Answer- Lighten The Two Rs - rarity and ____ - are critical to successful sales presentations - Answer- Romance A gemstone heating process that can be used alone or to stabilize irradiated color - Answer- Annealing The basic face-up color of a colored diamond - Answer- Characteristic color

Yellow, brown, and gray diamond's with more color than the Z masterstone, or that exhibit any other color face-up - Answer- Colored diamonds The combination of tone and saturation that determines how noticeable a color is - Answer- Depth of color Emission of visible light by a material when it's exposed to ultraviolet radiation - Answer- Fluorescence Your first impression of a color; the basic color of an object - Answer- Hue A treatment that changes the color of a gem by exposing it to radioactive materials - Answer- Irradiation A set of color comparison diamonds that defines GIA's diamond color grades in the normal D to Z range - Answer- Masterstones A general term for diamonds in the G to J color range - Answer- Near colorless Range of diamond colors from colorless to light yellow, brown and gray - Answer- Normal color range A color's strength or intensity, ranging from a dull hue to a pure, vivid hue - Answer- Saturation A color's degree of darkness or lightness - Answer- Tone Light wavelength that's invisible to the human eye - Answer- Ultraviolet Cut isn't only about ____: it affects many aspects of a diamond's appearance - Answer- Shape ____ play a key role in a diamond's appearance - Answer- Proportions ____ ____ usually deliver excellent brightness, fire and scintillation - Answer- Round brilliants An excellent/excellent polish and symmetry rating adds ____ value to a well proportioned diamond - Answer- Maximum The result achieved by adding the smallest and largest girdle measurements of a round brilliant and dividing by 2 - Answer- Average girdle diameter The care that got put into the fashioning of a polished diamond, as confirmed by its finish - Answer- Craftsmanship

The angle formed by the bezel facets and the girdle plane - Answer- Crown angle A diamond's physical shape, including its proportions and durability, determined by decisions made during the fashioning process - Answer- Design The separation of white light into spectral colors - Answer- Dispersion The quality of the polish and precision of the cut of a fashioned gemstone - Answer- Finish Face-up shape of a polished gem - Answer- Girdle outline Comparison of the length to width of a fancy-shaped diamond - Answer- Length to width ratio The qualities of a faceted diamond's proportions and finish - Answer- Make The angle formed by the pavilion man in facets and the girdle plane - Answer- Pavilion angle Larger-than-usual pavilion angles on the middle tier of facets, designed to add weight to a step-cut stone - Answer- Pavilion bulge The distance from the bottom of the girdle plane to its culet, expressed as a percentage of the average girdle diameter - Answer- Pavilion depth percentage The overall condition of the facet surfaces of a finished diamond - Answer- Polish The angles and relative measurements of a polished gem, and the relationships between them - Answer- Proportions The change in the speed and possible change in direction of light as it travels from one transparent material to another - Answer- Refraction A measure of the change in speed and angle of light as it passes from one material to another - Answer- Refractive index One of the two sides adjacent to the rounded end of a pear or oval shape - Answer- Shoulder The exactness of a finished gem's shape and the placement of its facets - Answer- Symmetry Table size expressed as a percentage of the round brilliant's average girdle diameter - Answer- Table percentage

Table-to-culet depth, expressed as a percentage of average girdle diameter - Answer- Total depth percentage One of the two sides near the point of a marquise, pear or heart shape - Answer- Wing A diamond's carat weight and ____ influence its value - Answer- Dimensions The majority of diamonds used in jewelry weigh ____ one carat - Answer- Under Make sure that your description of a diamond's weight is clear, ____ and accurate - Answer- Understandable Don't use ____ ____ to express gem weight to customers - Answer- Trade terms Most jewelry professionals use ____ balances to weigh unmounted diamonds - Answer- Electronic When you record a diamond's dimensions, always state whether they're ____ or estimated - Answer- Actual A ____ ____ is very useful for measuring mounted stones - Answer- Millimeter gauge Always ____ the diamond after recording the measurements to be sure they make sense - Answer- Examine Stress rarity to explain ____ - Answer- Value The distance from the table to the culet of a polished gem - Answer- Depth A trade term for a diamond that weighs between .96 ct. and .99 ct. - Answer- Light carat A trade term for a diamond that weighs between .45 ct. and .49 ct. - Answer- Light half Very small faceted diamonds - Answer- Melee The price of a diamond divided by its weight - Answer- Per carat price The combined weight of all the stones in a piece of jewelry that contains a variety of gems - Answer- Total gem weight The combined weight if all of the diamonds in a piece of jewelry that only contains diamonds - Answer- Total weight ____ is a prime concern in the jewelry industry - Answer- Security

You should be aware of security without treating every who enters the store like a ____

• Answer- Criminal A ____ might know more about your store's everyday operations than you do - Answer- Burglar You're particularly vulnerable to robbery when you're ____ ____ ____ the store - Answer- Opening or closing Using a ____ to defend yourself a against a criminal is dangerous and ineffective - Answer- Weapon If you're the victim of a robbery, ___ the robber's orders and stay calm - Answer- Obey Staying aware of how merchandise is ____ is a good security precaution - Answer- Displayed Diamonds that are ____ in their setting can scratch each other, chip or even fall out - Answer- Loose Be ____ and systematic when you accept jewelry for repairs, cleaning or appraisal - Answer- Cautious A few dishonest jewelers make customers ____ of even the honest ones - Answer- Suspicious Diamonds are hard, but they're not ____ - Answer- Indestructible ____ and steam cleaners can damage many treated diamonds and colored stones - Answer- Ultrasonic A soft toothbrush and warm, soapy water; a pulsed-water dental hygiene machine; a soft, lint-free cloth are the ____ ways to clean most jewelry - Answer- Safest Diamonds can ____ other diamonds, colored stones or jewelry metals when they're worn or stored close together - Answer- Damage You should fully inform your customers about how to ____ for their new jewelry - Answer- Care A condition in an insurance policy that ties coverage to a commitment to keep valuable merchandise in a safe at night - Answer- In safe warranty A fraudulent business scheme or swindle - Answer- Scam A sneak thief who steals items from countertops or displays - Answer- Shoplifter

A theft method that involves smashing windows or display cases to steal the merchandise inside - Answer- Smash and grab A machine that cleans jewelry with high-pressure steam - Answer- Steam cleaner A procedure for receiving customer jewelry for repair, appraisal or cleaning - Answer- Take in A machine that cleans jewelry with high-frequency sound waves in liquid solution - Answer- Ultrasonic cleaner Variations in diamond quality might seem minor, but they can make a big difference in the ____ of diamond jewelry - Answer- Value Product ____ helps you explain differences in value to a jewelry customer - Answer- Knowledge To successfully sell jewelry, you need an ____ sales presentation - Answer- Organized Effective ____ ____ questions are essential to successful sales presentations - Answer- Open ended Don't let "____ ____" stop your sales presentation - Answer- Just looking Draw on your ____ knowledge to translate features into benefits - Answer- Product People usually buy jewelry based on its ____ benefits - Answer- Emotional A good way to create ____ for an item is to let the customer try it on - Answer- Desire An ____ can be a customer's way of asking for reassurance, or for more information - Answer- Objection The value a feature holds for a customer - Answer- Benefit A question that requires a "yes" or "no" response - Answer- Closed ended question The number of successful sales compared to the number of total sales attempts - Answer- Closing ratio A characteristic or part of a piece of jewelry - Answer- Feature A temporary onstacle, raised by the customer, that delays or even stops the sale - Answer- Objection

A question that requires a thoughtful, specific answer other than yes or no - Answer- Open ended question Restatement of a benefit, posed as a question, designed to elicit agreement - Answer- Tag