Question: I have been designing and selling necklaces for several years, primarily to my friends or on Venice Beach since I live nearby in Malibu. I need to earn more money and am thinking of either retail jewelry sales or becoming a manufacturer's sales representative–jobs where I could possibly sell my own line of necklaces as well. I am also interested in improving my design skills. Can you tell me more about these options?
—Cathy

Response: Retail sales people sell merchandise in stores or showrooms. They usually work on a sales floor or over the counter and provide customers with general information and assistance with products. They prepare sales slips or contracts, receive payment, or obtain credit authorizations. In small stores salespeople may also order, price, display, and inventory merchandise.

Jewelry sales representatives sell jewelry and accessories to wholesale and retail stores for manufacturers. They represent the jewelry manufacturer or distributor, usually in an assigned area or sales territory. They may sell one or many lines for one manufacturer or products for more than one manufacturer.

The sales representatives may also be called marketing representatives. Their work may involve travel to the customer's business to display and demonstrate merchandise samples or catalog illustrations of their product or line, quote prices, prepare sales contracts, arrange for delivery or sell services over the telephone.

They often do field promotion work to develop new accounts and have direct one-to-one contact with customers or clients. This extends to solving product and delivery problems between customers and manufacturers.

Many employers want their sales representatives to have existing clients in their particular range of jewelry–high-end, moderate, low end, or budget. Travel away from home is common.

Employment Outlook:
Above average growth is projected through 2008 for Retail Sales Clerks and Sales Representatives. Those with product knowledge and sales ability will have good opportunities. Turnover is fairly high because of the competitive nature of selling and many find they are not suited to the work. This creates opportunities for beginners.

Salary Range:
Pay varies and depends on the type of employer, sales ability of the worker, on special knowledge of the worker, and whether workers are unionized. Employers may pay an hourly rate plus commission on sales, or on an hourly rate only. The salary range for retail sales positions begins at $20,000 to $25,000 per year.

Pay for outside sales representatives also varies and depends on the type of employer, and the type of jewelry product sold. Many sales representatives work on a commission only basis, while others earn a salary plus commission. The majority uses a combination of salary, commission, and bonus. Compensation for outside sales representatives is generally much higher than for retail sales people.

In the Los Angeles area Sales representatives with one to five years of experience earn from approximately $45,000 to $55,000 per year.

Training Options & Costs
UCLA Extension
PO Box 24901
Los Angeles, CA 90024-0901
(310) 825-7031
www.unex
The department offers coursework in handmade jewelry making.

In Handmade Jewelry 1, students learn all the techniques needed to create fine silver or gold jewelry without wax or special casting procedures. Students select and complete a project–ring, pendant, pin, or earrings–and learn methods of drilling, sawing metal shapes, filing, grinding, soldering, and finishing, as well as making tubing, setting stones, and making jewelry repairs.

Class level 2 is designed for those students who want to continue exploring techniques covered in Handmade Jewelry I. Students improve their skills, and class projects include bracelet clasps, posts, and earring backs, and setting of stones in both prong and bezel settings. No wax casting or casting procedures are used in this course. Student practice at home is encouraged. The cost per class is $330, not including additional costs for tools.
Santa Monica College
1900 Pico Boulevard
Santa Monica, California 90405, USA
(310) 434-4000
www.smc.edu
The Art department offers two courses in jewelry design. They are:
Jewelry Design I, which explores jewelry design and silver smithing as an art form and includes both fabricating and lost-wax casting techniques.

Jewelry Design II continues jewelry fabrication and casting, emphasizing the expressive use of non-ferrous metal construction techniques. These include chain making, surface embellishments, alternative casting, and hollow container construction.
Both classes are offered in the afternoon and evenings at a cost of $11 per unit.
Los Angeles Pierce College
6201 Winnetka Avenue
Woodland Hills, CA 91371
www.piercecollege.com
The college offers a course in Principles of Selling designed to help students currently involved in sales as well as those seeking to improve their communication skills. Sales presentations, videotapes, and case studies are used. The cost of the course is $33.
Gemological Institute of America (GIA)
World Headquarters
The Robert Mouawad Campus
5345 Armada Drive
Carlsbad, California 92008
www.gia.edu
(800) 421-7250
Los Angeles Location
International Jewelry Center
550 South Hill Street, Suite 901
Los Angeles, California 90013-2410
(213) 833-0115
Fax (213) 622-7374
E-mail: laedu@gia.edu
GIA offers diploma and accredited programs, and also provides individual classes on jewelry making. They also have a Career Services department to help graduates find employment. Their web site lists positions available.
Graduate Gemologist — This is a 6-month program where students acquire the grading and identification skills to become a buyer, appraiser, and senior professional. Courses can be taking on campus and/or through extension courses. The cost of the program is $12,550, including books, instruments, and materials. Distance program: $3,790.
Graduate Jeweler — this exclusively 6-month on-campus program where students learn how to provide the fabrication repair, and stone setting skills needed to become a professional bench jeweler. The cost of the program is $11,900, including books, instruments, and materials.
Graduate Jeweler Gemologist — this is a 26-week combination jeweler and gemologist program offered only in the Carlsbad campus. The program involves classroom instruction, which is supplemented by video and hands-on assignments. The cost of the program is $24,550, including books, instruments, and materials
Accredited Jewelry Professional Program — this three-course program that is specially designed for career-oriented sales associates who seek industry recognition as a GIA Accredited Jewelry Professional. Students have the option of completing the program under an intensive online, intensive classroom or traditional distance education format. The cost of the program is $835.
Graduate Diamonds — Cost: $4,150, including books, instruments, and materials. Distance Learning: $1,695.
Graduate Colored Stones — Cost: including books, instruments, and materials. Distance Learning: $2,295.
Local Job Resources:
According to the Yahoo.com Yellow Pages there are approximately 40 jewelry stores within 10 miles of the Venice area.

According to the Yahoo.com Yellow Pages, there are seven retail jewelry retailers in Malibu and over 100 stores within 16 miles of Malibu, both on the Westside of Los Angeles and in the West San Fernando Valley, which is easily accessible to Malibu through canyon roads.

Recruiter:
The Christiansen Group
(417) 889-5276
Fax: (417) 889-8960
www.cgroup1@aol.com
This search firm's clients are high-end independent jewelers across the country who are seeking either top level management employees (for example, store or sales managers) or GIA certified bench jewelers.

Professional Associations:
California Jewelers Association
727 W. Seventh Street, #918
Los Angeles, CA 90017
(213) 623-5722
Fax (213) 623-5742
www.californiajewelers.org
Contact: Jennifer, Membership Coordinator
This is a professional association of jeweler makers with 200 southern California members. Membership benefits include regional seminars on sales training, and access to an online networking link where fellow jewelers could chat and discuss industry topics. Another added benefit is the opportunity for jewelers to showcase their work to California retailers, or attend sessions on marketing your product at the annual CJA showcase to be held in October 2002 at the Beverly Hills Hotel. Further, as members, jewelers can advertise their services to retailers online. The annual associate membership dues are $100.
Women's Jewelry Association
333 B. Route 46 West, Suite B201
Fairfield, NJ 07004
(973) 575-7190
Fax (973) 575-1445
www.womensjewelry.org
Contact: Kendra Bridel, Southern California regional chapter president This is a professional association for women in the jewelry industry. Membership benefits include networking opportunities at national meetings and regional chapter meetings, and receipt of an e-newsletter with industry updates. Annual membership dues are $95.
Platinum Guild International USA
620 Newport Center Drive, Suite 800
Newport Beach, CA 92660
(949) 760-8279
Fax (949) 760-8780
www.preciousplatinum.com
E-mail: info@pgiusa.com
The Guild is a marketing organization for manufacturers and designers. Their main tools are print advertising and representation at various jewelry shows.
International Jewelry Designer's Guild
www.jewelrydesignersguild.com
E-mail: dwyn@compus.com
This is an internet community for artists creating jewelry geared towards sharing information on jewelry making techniques, networking with fellow designers, and serves as a marketplace for parts and supplies. Members must be fine jewelry manufacturers or affiliated product suppliers who directly service the retail jewelry establishment in the U.S. Associate membership available to industry affiliates.

Publications:
Jewelers Circular Keystone (JCK)
1018 West Ninth Avenue
King of Prussia, PA 19406
(610) 205-1101
Fax (610) 205-1139
Subscription #: (800) 305-7759
www.jckgroup.com
This is the jewelry industry's leading trade publication serving a variety of professionals including manufacturers, retailers, and vendors of fine jewelry. This publication provides trade show and association news, a Jewelers Directory listing companies involved in all aspects of the jewelry business, and industry updates. The yearly subscription fee is $41.95
National Jeweler
770 Broadway
New York, NY 10003-9595
Subscription Department
(847) 647-7987
Fax (847) 647-2029
www.nationaljeweler.com
This is a bimonthly publication that serves the jewelry industry. It provides articles with in depth coverage on jewelry trade information and also has a listing of manufacturers advertising for sales representatives. The yearly subscription fee is $65.

— • —  
Susan W. Miller, M.A., is a National Certified Career Counselor, a Certified Vocational Evaluation Specialist and holds diplomate status on the American Board of Vocational Experts. She heads California Career Services, a private practice career counseling firm in Los Angeles.

You may e-mail questions to swmcareer@aol.com.