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Questions and Answers
What is the primary purpose of demonstrating jewelry to customers?
Why is it important to tailor the features and benefits of jewelry to specific customers?
What approach should a salesperson avoid when presenting jewelry options?
How should benefits be presented to customers to enhance their buying decision?
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What factor tends to be less important to a customer who understands the emotional and tangible value of jewelry?
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Which type of bracelet is typically known for its flexibility?
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What is a characteristic feature of diamond tennis bracelets?
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Cuff bracelets can be designed with which style elements?
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What is a typical length for a woman's chain bracelet?
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What purpose do charm bracelets primarily serve?
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Which type of bracelet is designed to be rigid?
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What distinguishes cuff bracelets from other types of bracelets?
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The charm on a charm bracelet might be made from which of the following materials?
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What was a common decoration on ancient Egyptian bracelets?
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During which historical period did bracelets become less common due to long sleeves?
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Which material was primarily used in ancient Egyptian bracelets?
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What is a key characteristic of a curb link chain?
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What event marked the decline of bracelet popularity in the historical timeline?
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How did bracelet fashion change from ancient times to the Middle Ages?
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What influence reshaped the popularity of bracelets in the 1800s?
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What is a key benefit of using a tie tack instead of a traditional stickpin?
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Which of the following strategies is recommended for demonstrating jewelry to customers?
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What is essential to pair with features when selling jewelry?
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How should a salesperson begin discussing a jewelry purchase with a customer?
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What is a common misconception about the importance of pricing in jewelry sales?
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What is the length of a standard choker necklace?
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How is a slide pendant different from other types of pendants?
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Which of the following chain styles consists of oval links that are flattened?
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What distinguishes a station necklace from other necklace styles?
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Which material was commonly used for bracelets in ancient Egypt?
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During which era did bracelets fall out of favor due to fashion changes?
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Which type of pearl is often characterized by deeper hues and is popular in modern jewelry?
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What feature defines a box chain?
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What distinguishes hoop earrings from other types of earrings?
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What feature is commonly found in cuff bracelets?
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Which statement about diamond stud earrings is accurate?
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Which type of bracelet is characterized by its rigid structure?
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What is a key characteristic of the charm bracelet?
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What is the primary historical use of brooches?
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Which earring style does not dangle but nestles against the earlobe?
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What is an example of a decorative feature found in brooch styles?
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Study Notes
Bracelet Styles
- Chain bracelets are worn by both men and women. Curb link chains are often used in traditional men’s and women’s identification bracelets. A typical length for a woman’s chain bracelet is about 7 inches (18 cm).
- The diamond tennis bracelet is one of today's most popular bracelet styles.
- Charm bracelets are decorated with one or more small ornaments, or charms, which might be beads or cast metal figures.
- Cuff and bangle bracelets are rigid rather than flexible. Cuffs can be wide or narrow bands, and they’re C-shaped to fit over the wrist or arm.
- Cuffs might have filigree or openwork designs. Filigree is designed with thin, intricately interlaced wire. Openwork is similar, with holes that allow the passage of light, sometimes through a gem or gems.
Earring Styles
- Earrings come in many shapes and sizes. Earrings might be attached by a wire that passes through a hole pierced through the earlobe or grip a non-pierced earlobe with a clip or screwback.
- The hoop earring is one of the oldest types.
- Stud earrings don’t dangle but nestle against the earlobe.
- Earring jackets are detachable ornaments that surround or otherwise adorn stud earrings to create a different look.
- Drop earrings—earrings with one or more dangling ornaments—were popular during the 17th century and parts of the 18th century.
- Diamond stud earrings are very popular, especially as wedding, anniversary, or birthday gifts.
Brooch/Pin Styles
- People have used brooches, or pins, to keep their clothing in place, making them practical as well as ornamental.
- The simplest and oldest pin styles is the stickpin. This long, straight pin typically features an ornamental top with an animal motif or other design, a gemstone, or a cultured pearl.
Necklace and Chain Styles
- A necklace is an ornament worn around the neck. Standard lengths: 16 inches (40 cm), 18 inches (45 cm), 20 inches (50 cm), 24 inches (60 cm), 30 inches (75 cm), and 36 inches (90 cm).
- The choker, a short, fairly tight-fitting necklace that hugs the throat, and the collar, a wide necklace worn above the collarbone.
- The pendant is often attached with a piece of metal called a bail.
- The diamond solitaire pendant necklace is a best seller in today's market.
- The cultured pearl strand is another popular style.
- A bead or pearl strand might also feature an enhancer—a removable pendant that clips onto the strand to give it a different look.
- The station necklace features gems, beads, or cultured pearls at regularly spaced intervals on cord, chain, or wire, each space is referred to as a station.
- Personal adornment with neck chains has a long history.
- The curb link chain is a jewelry store basic.
- Rope chains usually consist of attached segments of two or more oval links each.
- Box chains are made up of angular links joined together by solid metal squares.
- Omega chains look like hoops of solid metal.
Bracelets
- Bracelets are among the earliest adornments. In ancient Egypt, men and women frequently wore gold bands or twisted gold wire on their wrists and upper arms, often decorated with figures of snakes or sphinxes.
- Bracelets remained popular until the fall of the Roman Empire (476 AD), when the long sleeves worn in the Middle Ages (476 AD to 1517 AD) sent them into obscurity. Bracelets didn’t become fashionable again until the 1800s.
Selling Jewelry
- It’s important to demonstrate the jewelry rather than merely show it.
- Provide a mirror, loupe, or microscope to assist the customer.
- People make buying decisions based on benefits, not features.
- Tailor the features and benefits you mention to meet your customer’s specific needs.
- The value of a jewelry piece can be both emotional and tangible. Since a jewelry purchase almost always involves emotion, begin with that and follow with the jewelry's tangible value.
- Stating a benefit and then asked customer a question designed to get them to agree is called a tag.
Positive Approach
- You'll be most successful when you sell each piece on its own merits.
- Don't fall into the trap of negatively comparing one piece with another or one gemstone with another, or speak negatively about another retail store.
- Price is less important to a customer who understands the emotional and tangible value of the jewelry.
Necklaces
- Necklaces are ornaments worn around the neck.
- Standard necklace lengths are 16 in., 18 in., 20 in., 24 in., 30 in., and 36 in.
- A choker is a short, tight necklace, while a collar is a wide necklace worn above the collarbone.
- A pendant is often attached to a necklace with a bail.
- A slide pendant fits directly onto a chain without a bail.
- The diamond solitaire pendant is a popular choice.
- Cultured pearl strands are popular, with varying colors and hues.
- Bead or pearl strands may have an enhancer, a removable pendant.
- A station necklace features gems, beads, or pearls at regular intervals.
Neck Chains
- Neck chains have been a popular adornment throughout history, especially in the Renaissance and Victorian eras.
- Curb link chains feature oval links that are twisted and flattened.
- Rope chains are made with segments of two or more oval links.
- Box chains consist of angular links joined by solid metal squares.
- Omega chains are made from tightly joined, diagonal segments.
Bracelets
- Bracelets have been worn as adornments since ancient Egypt.
- They were popular until the fall of the Roman Empire, then declined due to long sleeves fashion during the Middle Ages.
- Bracelets became fashionable once again in the 1800s.
- Chain bracelets made with curb link chains are popular for both men and women.
- A typical woman's chain bracelet is about 7 inches long.
- The diamond tennis bracelet is a popular style, named after tennis player Chris Evert.
- Charm bracelets feature ornaments like beads or metal figures.
- Cuff and bangle bracelets are rigid and designed to fit over the wrist.
- Cuff bracelets may feature filigree or openwork designs.
Earrings
- Earrings come in diverse shapes and sizes and have been part of various cultures.
- Earrings are attached with a wire through a pierced earlobe or a clip or screwback for non-pierced lobes.
- Hoop earrings are one of the oldest styles.
- Stud earrings are attached to the earlobe with a post and a butterfly clutch.
- Earring jackets are detachable ornaments that can be added to stud earrings.
- Drop earrings feature dangling ornaments.
- Diamond stud earrings are popular for special occasions.
Brooches/Pins
- Brooches, or pins, have been used to hold clothing in place and serve as ornaments.
- In Japan, brooches still serve both purposes, decorating kimonos and securing folds of clothing.
- The stickpin is a simple, long, straight pin with an ornamental top.
- Women wear stickpins in scarves or lapels.
- A tie tack is a modern version of the stickpin, often set with a gemstone.
Building Value
- Demonstrate jewelry to customers, involving them in the process.
- Provide a mirror, loupe, or microscope to assist customers.
- Highlight features and benefits to customers.
- Tailor the features and benefits based on customer needs.
- Value in jewelry is both emotional and tangible.
- Address the emotional aspect first, followed by the tangible value.
- Using a tag is affirming a benefit and asking a question to gain customer agreement.
Positive Approach
- Sell each piece based on its own merits.
- Avoid negative comparisons between pieces.
- Price is less important to a customer who understands the value of the jewelry.
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Description
Explore the various styles of bracelets and earrings in this quiz. From chain and diamond tennis bracelets to cuffs and bangles, learn the unique features of each type. Test your knowledge on the different earring styles as well.
