The First Step

The Diamond Course

Diamond Council of America © 2015
The First Step
In This Lesson:
• A Step Toward Success
• Diamond Retailing Today
• How This Course Works
• Start Learning Now!

A STEP TOWARD SUCCESS

Welcome to The Diamond Course! By making the commit-
ment to take this course, you’re taking an important step in your
career. You’re going to increase your knowledge, build your
confidence, and gain the skills you need to sell diamonds and
diamond jewelry professionally and effectively.
This course is presented by the Diamond Council of
America (DCA). The Diamond Council was established in 1944
to educate jewelry sales professionals about diamonds and other
gems. Its members include some of the industry’s leading firms
and individuals. Your store is among them, and now you can be,
too.
Education is the Diamond Council’s top priority because
Most Americans want to own a
knowledge, skills, and ethics are absolutely essential to profes-
diamond or to give diamond
sional success in our industry. This course and its companion, jewelry to someone they love.
The Colored Gemstone Course, reflect DCA’s commitment to
affordable, premium quality education.
Regardless of where you work in the diamond industry, the
learning experience you’re beginning can be a giant step toward
your success.

Cover photo courtesy Doug Rosa.

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THE DCA’S MISSION STATEMENT

T he mission of the Diamond Council of America is to provide quality,

affordable distance education to enhance the ability of our members'
associates to sell fine jewelry with expertise, integrity, and professionalism
and to fuel the passion of those looking to learn about our industry.

DIAMOND RETAILING TODAY

Diamond retailing today is a dynamic profession that involves
both long-term trends and fast-changing conditions. On one hand,
diamonds are part of modern American culture. Most Americans
want to own a diamond or to give diamond jewelry to someone
they love. Wearing a diamond gives a kind of satisfaction that’s
hard to match. Giving a diamond is among the ultimate gestures of
love and commitment.
At the same time, fine diamond jewelry represents a significant
investment for most people. And while consumers now have
access to lots of information concerning diamonds, buying a dia-
mond is still most often a “blind” purchase – one the customer
knows little or nothing about.
For many consumers, the sources of diamond information
include family members, friends, and coworkers. Television, news-
papers, and magazines also contribute. The Internet is another
important info source. A search for “diamond” on the World Wide
Web can easily call up several million hits. As a result, today’s
diamond customers have plenty of facts. They may not understand
what those facts really mean, however, so they need help and
guidance from an informed sales professional. Even more, they
need to trust the help and guidance they receive.
Although diamonds are occasionally bought on impulse,
they’re more often pre-sold to a certain extent. In other words,
Diamond retailing is a dynamic pro-
fession involving long-term trends and most people who come into your store to look at diamonds already
fast changing conditions. plan to buy one. They’ve thought about it for awhile, and they’ve
decided to make a purchase. Their remaining questions may boil
down to: “Which diamond?” and “From whom?”

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Many consumers visit several stores before they actu-

ally buy. Consequently, if you hope to make the sale, you
must convince these potential customers that you’re a
knowledgeable and ethical professional, and that you rep-
resent a trustworthy firm. Otherwise, you may be one of
the people they just talk to before they go somewhere else
to buy.
To overcome this hurdle, it’s essential to:
• Know your products thoroughly.
• Present those products accurately and effectively.
• Identify and respond to customers’ needs and
desires.
• Exceed your customers’ expectations with every
interaction.

Most people who come into your store to

look at diamonds plan to buy one. The
Giving a diamond only remaining question is, “Where?”

is among the ultimate

gestures of
love and commitment.

When you’ve completed this course, you’ll have a solid

foundation in all of these essentials. That’s just the beginning,
though. The diamond industry is changing very, very quickly
these days. You’ll learn things in this course that were
unimagined and unheard of only a few years ago. More
important, you’ll gain a framework of understanding that will
enable you to keep learning. This means you can be ready for
any changes or challenges the future brings.

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HOW THIS COURSE WORKS

This course was developed especially for retail jewelry sales profession-
als and others who support their efforts in the industry, and it’s designed to
suit various adult learning styles. It combines reading and thinking with lis-
tening and talking, observing and examining, acting and doing. It will
require you to apply what you learn to the specifics of your store’s opera-
tions, the merchandise you have to offer, and the customers you serve.
The more confi-
Understanding how the course works will help you get the most from dence you have
the time and energy you put into the education process. in yourself, your
knowledge, and
your skill, the
more confidence
Choice of Formats customers will
have in you.
The Diamond Course is available in two different formats: in print
and online. The print version came in the package of course materials you
received after enrolling. DCA’s website – www.diamondcouncil.org – has
the online version.
You can take the course either way you choose. The two versions are
exactly the same.

Course Objectives
After you have successfully completed this course, you will be able to:
• Explain the 4Cs of diamond value.
• Identify additional background information that can be shared with customers
to help them appreciate diamond’s unique nature and full value.
• Describe diamond jewelry in terms of form, function, and style; quality,
workmanship, and value.
• Discuss karat gold and platinum, the metals from which most diamond jewelry
is made.
• Answer questions customers may ask about treated diamonds, lab-created
diamonds, and diamond simulants.
• Follow FTC guidelines on representation and disclosure for diamonds and
diamond jewelry.

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• Identify personal traits and characteristics that

contribute to jewelry professionalism.
• Recognize ways to create satisfying buying experiences
for jewelry customers, and build long-term relationships
with them.
• Explain how sales associates can help to provide store
services such as repair and appraisal.
• Discuss ways to display diamond jewelry in a manner
that maximizes its appeal and reinforces a store’s
marketing approach.
You’ll be surprised at
• Describe how to clean and care for diamonds and how much you can
diamond jewelry in the store, and how to teach accomplish through
your efforts in the
customers to do the same for diamond jewelry they own course.
or purchase.
• Identify a sales associate’s responsibilities in
safeguarding the store’s customers, staff, and
resources.

If you hope to make the sale,

you must convince potential

and that you represent a trustworthy firm.

That may sound like a lot, and it is! You’ll be surprised,
however, at how much you can accomplish through this
course, your own efforts, and the support of your team.
When you start seeing results – and that will be right away
– you’ll feel truly motivated. Learning even more will
become easy and enjoyable.

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Course Organization
The upcoming lessons are divided into three sections
that reflect the priorities and job responsibilities of jewelry
sales professionals:
• Section I “Need to Know” (Lessons 2 through
8) - Fundamental product knowledge that you’ll use
in most of your sales presentations, and that custom-
ers need in order to make informed purchase deci-
sions. This section covers the 4Cs and diamond jew-
elry. It also includes diamond treatments, lab-created
diamonds, and simulants, because every jewelry The first part of the course covers what
you need to know about diamond
professional today must know about these.
quality and identity.

• Section II “Nice to Know” (Lessons

9 through 14) – Background informa-
tion that will boost your confidence and
enthusiasm, help you build appreciation
for your products, and supply answers
to questions knowledgeable customers
ask. This section follows the story of dia-
The second part of the course
monds from formation to the sales coun-
gives you useful background ter, and ends with a look at diamond’s
information. special mystique.

• Section III “Professional Skills” (Lessons 15 through

21) – Guidelines for successful selling and for functioning as
a member of your store’s team. This section covers profes-
sional development, caring for diamonds and diamond jew-
elry, the selling process, use of selling tools, customer ser-
vice, product display, and security.
At the end of the course there’s a final review (Lesson 22) that
The third part of the course
will help you prepare for the Final Examination. helps you build valuable
professional skills

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Lesson Components
Most lessons have eight distinct components that are designed to create a complete
and personalized learning experience.
• In This Lesson – Provides an initial snapshot of what’s in the lesson. It will
give you a good overview of the information that’s coming.
• Introduction – Sets the stage by identifying the main lesson topic, highlighting
its importance, and providing general context.
• Lesson Objectives – Lists the knowledge and skills you’ll gain by completing
the lesson and follow-up exercises.
• Main Text – Presents the lesson’s core content.
• Sidebars – Contain information that expands or supports the lesson discussion.
Sidebars are printed on a colored background to set them off from the Main
Text.
• Recap of Key Points – Summarizes important ideas and facts from the les-
son.
• Lesson Follow-Up Checklist – Directs additional steps to help you apply
what you learn to your own “real life” work situation.
• Self-Test – Multiple choice questions that allow you to gauge your comprehen-
sion of the lesson material. Correct answers and page references are listed at
the end of each Self-Test.

Extra Aids
Besides the lessons themselves, the course includes two extra learning aids that can
help you find or use information – the Table of Contents, and the Course Compendium.
• Table of Contents – This is an outline that lists lessons and their main sec-
tions in order. It can serve as a road map, so you know where you are and
where you’re headed as you work through the course. It also allows you to
find you way back to topics you want to review later on.
• Course Compendium – A recap of key course information for a number of
areas, including the 4Cs, treatments, lab-created diamonds, sources, history,
folklore, and care. In addition to being a learning aid, you can use the
Compendium for review, as a permanent reference, or even as a selling tool.

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TIPS FOR STUDY SUCCESS

T wo keys to success with distance education are consisten-

cy and self-motivation. It’s important to work through this
course steadily, without putting it aside and letting it get cold.
A lesson a week is a good pace. At that rate, you’ll complete
your studies in about five months. Some people take longer,
and some finish sooner. Regardless of speed, however, here
Pick a quiet, comfortable place to are several strategies to keep in mind:
study and set a schedule.
• Set a schedule and stick to it. Pick a time – at least an hour
or two – when you can work without being disturbed.
Designate it as your Diamond Council Study Time and
mark it on your calendar. You’ll retain more if you have two
or three short sessions per week, rather than one long one.
• Pick a quiet, comfortable place to do all of your studying.
Soon you’ll associate that place with your project, and your
mind will automatically shift into learning mode.
• Begin by scanning the lesson quickly for an overview. Then
go back and read it thoroughly. Some people read the Self-
Test first, to get an idea of what they’re expected to learn.
• Treat yourself well when you study. If your attention begins
to lag, take a short break, stand up and move around, or
have a light snack. Keep the learning process enjoyable.

A lesson a week
is a good pace.

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Practice makes
perfect!

• Approach the lesson actively. If you’re working with the print

version of the course, keep a pencil or highlighter handy and
mark information that seems interesting or important. Make
notes in the margins. Use your course material as a workbook
and a reference. Remember: It’s not a presentation piece that’s
meant to be shown to customers. It’s a tool to help you learn
more about your profession.
• Try to apply what you learn as soon as possible – the next
day, if you can. The course is full of suggestions about what to
say in response to customer questions and concerns. Use these
in your sales presentations. Practice makes perfect!
• Share what you learn. After all, the best way to learn some-
thing is to teach it. So discuss lesson information with cowork-
ers. Talk about how you can use it in your daily work.

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Progress Evaluations
This course includes four Progress Evaluations. The first one comes
after Lesson 2, and it’s intended to make sure you get off to a good start.
The others are at the ends of course sections – after Lessons 8, 14, and
21. The Progress Evaluations allow DCA to measure what you’ve
learned at logical points in your coursework. They also let you offer
input on the course and how it’s administered.
Each Progress Evaluation has three parts:
• Learning Evaluation – This is the section test. It has 20 to 30
multiple-choice questions covering all the lessons in the section.
• Training Evaluation – This ensures that you can apply new The Learning Evaluation
tests you on the section.
knowledge and skills. It contains items based on the follow-up
checklists in the section, and also some short-answer questions.
• Satisfaction Evaluation – This gives you a chance to rate
and comment on the objectives, content, presentation, and ser-
vice for that section of the course.

You can complete all three evaluations either online or by mail.

Detailed instructions for Learning Evaluations are in the Testing Center
section of the Student Learning Center on DCA’s website (www.dia-
mondcouncil.org). Instructions for Training and Satisfaction Evaluations
are in the Evaluations section of the Learning Center. All three types of
evaluations are also covered in the Progress Evaluation booklets that are The Training Evaluation
included with printed courses. helps you apply your
knowledge.

If you complete an evaluation online, please do not send

the mail-in form as well. Or if you complete it by mail, don’t
do it online too.
Learning Evaluations and Training Evaluations are
required coursework. Satisfaction Evaluations are optional,
but DCA would like very much to know what you think and
how you feel about your education experience.

The Satisfaction Evaluation

gives you a chance to

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Evaluation Servicing
DCA grades Learning Evaluations and provides appropriate feedback on them. If you take
a test by mail, your work will be processed the same day it is received. With online tests, you
get results immediately.
• Grading – Grades for Learning Evaluations are percentages based on the number
of correct answers compared to the total number of questions. For example, if you
correctly answer 20 out of 25 questions, your grade is 80%.
• Grade Target – The minimum grade target for Learning Evaluations is 75%.
• Retakes – If your grade for a Learning Evaluation is less than 75%, you must
retake the test. You can simply repeat an online test. Or if you took the test by mail,
DCA will send you a new answer form to use for the retake. You may retake a
Learning Evaluation as many times as you need to. When you score 75% or higher,
that grade will be averaged with the other(s) to determine an overall grade for the test.
• Feedback – On every Learning Evaluation you’ll receive feedback. If you score
less than 75%, the Learning Feedback will list the questions you missed and give
section references, helpful hints, and additional explanations. If you score over 75%,
you’ll be notified of any questions you answered incorrectly. The Learning Feedback
will list correct responses and page references, and supply further information.

The Learning
Feedback will list
questions you missed
and guide you to the
appropriate informa-
tion.

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Completing the Course

When you’ve completed all four Progress Evaluations,
you’ll be eligible to take the Final Examination. You can
find details about the exam in Lesson 22 (Final Review) or
the FAQs section of DCA’s online Student Testing Center.
There are two limits on course completion that you need
to keep in mind:
• Academic Limit – The minimum grade target for
the Final Examination is 75%. As with Learning
Evaluations, the grade is a percentage based on In a closed-book exam, a proctor will
monitor you and you will not be able
correct versus total answers. But if your grade is less to use your text as reference.
than 75%, you may retake the exam only once. If
you do not reach or exceed the target on the sec-
ond attempt, you must re-enroll in order to complete
the course.

• Time Limit – All of the coursework, including

Progress Evaluations and the Final Examination,
must be completed within 12 consecutive months
from the date of enrollment. If you do not meet
the time limit, you must re-enroll in order to com-
plete the course. Your completion deadline is
noted on The Diamond Course Instruction Sheet
that came with your printed course materials, and
on the "Welcome" page of the online Student
Testing Center. You can also obtain the date from
DCA.
After you’ve completed all course requirements – the
four Progress Evaluations and the Final Examination –
you will receive formal recognition from the Diamond
In an open-book exam, you Council of America, marking your achievement.
will be able to refer to your
course materials for the exam.
This exam consists of 50 more
questions than the closed-book
exam.

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Accessing DCA Online

The online version of The Diamond Course – including all lessons and tests – is
available on DCA’s website at www.diamondcouncil.org. To access this material,
you’ll need to know your username and password.
These were listed on the instruction sheet that came with the print version of your
course. If you included your email address on your enrollment application, DCA also
sent you a message containing the information.
If you want to access the online course and you can’t find your username and
password, contact DCA.

CONTACT THE DIAMOND COUNCIL

I f you ever have questions or concerns about this course – its

objectives, design, content, presentation, administration, service,
or anything else – please contact the Diamond Council. You’ll
receive a prompt and full response. DCA is 100% committed to your
satisfaction and success.

Diamond Council of America

3212 West End Avenue, Suite 400
Nashville, TN 37203
Phone: 615-385-5301
Toll Free: 877-283-5669
Fax: 615-385-4955
Email: studenthelp@diamondcouncil.org
Website: www.diamondcouncil.org

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START LEARNING NOW!

Now that you know about the course, it’s time to start
learning things you can use on the job.
The concerns of diamond customers often center on
two basic questions:
• Is this really a good diamond?
• Is this diamond worth what I’m paying for it?
A diamond
is a mineral
created by
Nature.

Photo courtesy
Diamond Promotion Service.
These are entirely reasonable, and we all want answers to similar
questions whenever we make major purchases. If you’re buying a PC,
for example, you can check out computer magazines and websites.
These list the features of various brands and models, and also make
“best buy” recommendations. Such recommendations are based on the
assumption that every computer coming off the assembly line is just
like all the rest.

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Only a fraction
of diamonds
are gem quality.

A big part of diamond’s mystique however,

lies in the fact that it isn’t made on an assembly
line. This means that questions about diamond
quality and value require fuller and more personal-
ized answers. Providing those answers is the
responsibility of the sales professional. Customers want to know if the diamond
they choose is a good one and if it’s
One of the most basic facts about a diamond is worth what they’re paying.
that it is a mineral created by Nature. It formed
around 100 miles beneath Earth’s surface, under
conditions of immense heat and pressure. It was
carried to the surface by a volcanic eruption of
awesome power. All of this occurred millions –
and in some cases, billions – of years ago.

Diamond is almost pure carbon, and the arrangement of

atoms within a diamond crystal is almost perfectly symmetrical.
This combination of chemistry and structure is the inner source
of a diamond’s beauty, durability, and other remarkable charac-
teristics.
The exact conditions surrounding diamond’s formation are
also critical to the nature of the mineral as we see it. Only a frac-
tion of diamonds are gem quality. The rest are used for industrial
or technical purposes – as abrasives, for example. Slight varia-
tions in chemistry, structure, or the conditions of formation
determine whether a diamond becomes a dazzling gem or a func-
Diamonds are almost pure carbon. tional drill bit.

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Because of these complex variables, every diamond

is truly unique. At the same time, all diamonds share
certain types of distinguishing features. Four of these
are primary factors in determining diamond value.
They’re known as the 4Cs:

• Carat Weight
• Clarity
• Color
• Cut

Slight variations in a diamond’s structure or for-

mation can have a big impact on whether it is a
fabulous gem or a functional drill bit.
Photo courtesy De Beers.

The 4Cs

CCCC
In the next few lessons you’ll examine each of
these factors in detail. In the second part of the
course you’ll learn more about how diamonds
form – and what that means to your customers.
For now, here are a few points about each C that
you’ll find useful in answering customers’ basic
Image courtesy Diamond Promotion Service.
questions:

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CCCC
Carat Weight
• The standard unit of weight for diamonds is the metric carat.
One carat equals 0.200 gram, or about 0.007 ounce in com-
mon US measurements. Diamonds are weighed to an
accuracy of 0.005 carat – or 35 millionths of an
ounce! You can impress many customers by
emphasizing that the standards for diamond
weight are stricter than those for almost any Many customers can not visualize what a
other consumer product. diamond of a given weight looks like.
Showing them a range of sizes helps them
• Carat weight’s effect on value is based on natu- understand differences in appearance.
ral rarity. Consumers are used to buying items
such as meat and produce by weight. So some
expect a 1-carat diamond, for example, to cost
exactly twice as much as a 1/2-carat diamond of
comparable quality. You may need to explain that,
due to its greater rarity, the larger diamond will cost
considerably more than twice as much as the smaller one.
• Bigger doesn’t always mean better, though. It’s often necessary
to point out that while weight plays a major role in diamond
value, clarity, color, and cut must also be considered.

CCCC
Clarity
• You can define clarity as a diamond’s freedom from
features called blemishes or inclusions. Blemishes
are surface irregularities such as scratches.
Inclusions are internal – for example, tiny crystals
of other minerals. You can refer to both as “clarity
characteristics,” or “identifying characteristics,” but
be careful to avoid negative sounding terms like
“imperfection” and “flaw.” In fact, even the techni-
cal terms “inclusion” and “blemish” can create a
negative impression. Using positive terminology lets
Clarity is a diamond’s freedom customers know that the features are an acceptable
from inclusions or blemishes.
part of a diamond’s natural makeup.

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• To assess clarity, a skilled grader systematically exam-

ines the diamond under magnification. After finding all
the characteristics, the grader assigns a clarity grade
that reflects their visibility and any influence they
might have on appearance and perhaps durability. Clarity grades are assigned based on the visibility
of the characteristics and how they influence
Inclusions normally impact grade more than blemishes.
appearance and durability.
A simple description like this is another way to increase
a customer’s appreciation for diamond quality stan-
dards. Almost
• Like carat weight, clarity’s effect on value relates to
rarity. Almost all diamonds have clarity characteristics. all diamonds
The fewer or less prominent those characteristics, the
higher the clarity grade. The higher the clarity grade, have clarity
the greater the rarity and the more expensive the dia-
mond will be. Keep in mind, though, that in most cases characteristics
the characteristics have little or no effect on beauty.
Explaining this puts clarity into a perspective that cus-
tomers can easily understand and accept.

CCCC
Color
• Diamonds actually occur in a wide variety of
colors. Most of those used in jewelry range from
near colorless to light yellow, brown or gray.
Very, very few diamonds show no trace of color
at all. Diamonds with natural tints of other hues,
as well as deeper shades of yellow, brown or
gray, are classified as fancy colors. Artificial
treatments can now add or subtract color from a
These rough diamonds from Brazil show the range of diamond. Since most people think of diamonds
colors in diamonds—from colorless or nearly colorless as being colorless, sharing this kind of informa-
to various shades of brown and yellow. A certain mine
may be known to produce a certain color diamond, but tion can enhance a customer’s confidence in
every mine produces diamonds in a range of colors. your product knowledge and professional quali-
fications.

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• Within the normal market range, the less color a diamond has, the
higher its color grade. Distinctions between color grades can be very
subtle, but they’re apparent to the expert eye. You might say this is
one reason why it’s important to do business with a firm that offers
reliable expertise and high ethical standards.
• As with carat weight and clarity, the relationship between color and
value is linked to rarity. The higher the color grade, the greater the
rarity and, therefore, the greater the price. A tint of color, however,
doesn’t necessarily make a diamond less beautiful or less desirable.

CCCC
Cut
• Used descriptively, the term cut means a polished dia-
mond’s shape and faceting style. The most popular cut is
the round brilliant. All others are classified as fancy shapes
or fancy cuts. The choice of cut shape often depends on
personal preference. To reinforce this point, you could say
that the best shape is the one the wearer of the diamond
prefers or the one that best suits his or her personality.
• When it comes to quality, cut refers to a diamond’s design
and craftsmanship. Cut quality is determined by propor-
tions, symmetry, and polish. Proportions are the relative
sizes and angles of the diamond’s parts and facets.
Symmetry is the precision of the cut design’s execution.
Polish is the smoothness and luster of the diamond’s surfac-
es. To build appreciation for cut quality, stress that every
facet and every angle helps to create or maintain the dia-
mond’s beauty. Good symmetry and polish are critical, too.
• While the other Cs are largely determined by Nature, cut is
the human contribution to diamond value. It’s almost
always the most important factor in beauty. You can tell
customers that a well-cut diamond gathers and concentrates
Photo courtesy Doug Rosa.

light from many directions, then radiates it outward to daz-

zle the eyes of beholders. Ultimately, cut is the C that
reveals a diamond’s magic.

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THE FTC AND ETHICS

I n 1914 the US Congress created the Federal Trade

Commission (FTC) to monitor federal laws dealing with illegal
or deceptive practices in commerce. Although the FTC’s official
jurisdiction is limited, its rulings form the basis for many state
and local laws. In the absence of other precedents, courts tend
to rely on FTC opinions in settling litigation.

In the absence linesSince 1957, the FTC has set guide-

for the jewelry industry. These are
of other legal now known as Guides for the Jewelry,
Precious Metals, and Pewter Industries.
precedents, You can obtain a complete copy through
the FTC’s website. Go to www.ftc.gov
courts tend and search for “jewelry guides.”
Information on FTC guidelines on dia-
to rely on FTC opinions monds and jewelry is included at appro-
priate points throughout this course. The
in settling litigation. guidelines provide a basic set of rules
concerning what you can and cannot
say or do in sales presentations, and
they can help you answer many customer questions. Remember,
however, that ethical behavior is more than simply observing the
letter of the law. It’s a reflection of the way you think of yourself,
and the way you deal with the world in which you live, including
your working world – your customers, your employer, your col-
leagues, and the various suppliers and service companies that
do business with your firm.
The DCA is committed to the very highest ethical standards.
Issues that may arise in selling diamonds and diamond jewelry
will be addressed throughout this course. These discussions are
intended to suggest a general perspective for your thinking on
the issues. Developing perspective is one of the most important
components in your professional growth.

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RECAP OF KEY POINTS

• Today’s diamond customers have plenty of facts, but they need help to under-
stand what those facts mean. To provide this help, it’s essential to know your
products, present those products accurately and effectively, identify and
respond to customers’ needs and desires, and exceed your customers’ expecta-
tions.
• Diamond is a natural mineral composed of almost pure carbon. The arrange-
ment of carbon atoms in a diamond crystal is almost perfectly symmetrical.
The combination of chemistry and structure is the inner source of diamond’s
beauty and durability.
• Diamond forms nearly 100 miles beneath the Earth’s surface, and the exact
conditions surrounding formation are critical to the nature of the finished prod-
uct. Only a fraction of diamonds are gem quality.
• Each diamond is unique, but all diamonds share certain types of features.
Those that normally determine value are the 4Cs – Carat Weight, Clarity,
Color, and Cut.
• The standard unit of weight for diamonds is the metric carat, which equals
0.200 gram. Diamonds are weighed to an accuracy of 0.005 carat.
• Clarity is a diamond’s freedom from external blemishes and internal inclusions.
A diamond’s clarity grade is normally based on the visibility of clarity charac-
teristics under magnification. In most cases, the characteristics have little effect
on visual beauty.
• Although diamonds occur in many colors, the normal market range includes
colorless to light tints of yellow, brown or gray. Within this range, the less
color the higher the grade. Diamonds of other natural hues, as well as deeper
shades of yellow, brown or gray, are classified as fancy colors. Artificial treat-
ments can add or subtract color.
• Cut refers to a diamond’s shape and faceting style. The round brilliant is the
most popular diamond cut. All others are classified as fancy shapes or fancy
cuts. Cut quality includes design and craftsmanship. It’s determined by the dia-
mond’s proportions, symmetry, and polish. Cut quality is almost always the
top factor in a diamond’s beauty.
• The effects of carat weight, clarity, and color on value depend largely on natu-
ral rarity. Cut is the human contribution to value.

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The First Step

JA® SALES PROFESSIONAL CERTIFICATION™

Jewelers of America (JA) is one of the foremost US jewelry trade organizations. With a mission
to increase consumer confidence in the jewelry industry, JA advocates professionalism and adher-
ence to high ethical, social, and environmental standards. It works to enhance its members’ profit-
ability by offering education, certification, marketing, and cost-saving programs.

JA created the Sales Professional Certification (SPC) program to establish, maintain, and recog-
nize superior standards of knowledge and skill among jewelry sales professionals. For more than a
decade, JA's certification programs have validated the talent and proficiency of jewelry industry pro-
fessionals to national standards. JA certification can advance your career, differentiate your store,
and improve your reputation with fine jewelry customers.

The SPC program has two levels:

JA Certified Sales Professional (CSP) – This level reflects knowledge and skills generally expected
of trained entry-level jewelry sales personnel with about one year’s experience.

JA Certified Senior Sales Professional (CSSP) – This level reflects moderate to advanced sales
knowledge and skills, and includes some areas not tested at the first level.

To qualify for either designation you must be employed by a JA member store, have at least one
year of retail jewelry sales experience, and pass the SPC written exam(s). For complete program
information contact:

Jewelers of America, Inc.

Certification Manager
120 Broadway, Suite 2820
New York, NY 10271
Phone: 800-223-0673 / 646-658-0246
Email: info@jewelers.org
Website: www.jewelers.org

DCA and JA share the goal of increasing professionalism throughout the jewelry industry, and
both organizations believe education is essential. For these reasons, the DCA curriculum is designed
to educate students and offer support to individuals who elect to pursue the goal of professional cer-
tification through Jewelers of America.

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 The First Step

Congratulations!
You’re on your way to becoming
Diamond Certified by DCA!
There’s no Self-Test for this lesson,
so you can start on Lesson 2.
Enjoy!

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