Wholesale Sales Executive –Gemstone Processing

SECTOR: GEMS & JEWELLERY
SUB-SECTOR: Gemstone Processing
OCCUPATION: Sales
REFERENCE ID: G&J/Q7101
ALIGNED TO: NCO-2015/NIL
Brief Job Description: The individual at work generates business for wholesale
stocks of gemstones through several modes such as shows, distribution
network, broker network, and auction websites. The Wholesale Sales Executive
is responsible for generating local and overseas business for wholesale of
gemstones.
Personal Attributes: The job requires the individual to have: attention to
details, ability to develop interpersonal relations, sharp memory and willingness
to travel.

Keywords /Terms Description
Sector Sector is a conglomeration of different business operations having similar
business and interests. It may also be defined as a distinct subset of the
economy whose components share similar characteristics and interests.
Sub-sector Sub-sector is derived from a further breakdown based on the characteristics
and interests of its components.
Occupation Occupation is a set of job roles, which perform similar/ related set of functions
in an industry.
Job role Job role defines a unique set of functions that together form a unique
employment opportunity in an organization.
Occupational Standards
(OS)
OS specify the standards of performance an individual must achieve when
carrying out a function in the workplace, together with the knowledge and
understanding they need to meet that standard consistently. Occupational
Standards are applicable both in the Indian and global contexts.
Performance Criteria Performance criteria are statements that together specify the standard of
performance required when carrying out a task.

National Occupational
Standards (OS)
NOS are occupational standards which apply uniquely in the Indian context.
Qualifications Pack (QP) QP comprises the set of OS, together with the educational, training and other
criteria required to perform a job role. A QP is assigned a unique qualifications
pack code.
Unit Code Unit code is a unique identifier for an Occupational Standard, which is denoted
by an ‘N’
Unit Title Unit title gives a clear overall statement about what the incumbent should be
able to do.
Description Description gives a short summary of the unit content. This would be helpful to
anyone searching on a database to verify that this is the appropriate OS they
are looking for.
Scope Scope is a set of statements specifying the range of variables that an individual
may have to deal with in carrying out the function which have a critical impact
on quality of performance required.
Knowledge and
Understanding
Knowledge and understanding are statements which together specify the
technical, generic, professional and organizational specific knowledge that an
individual needs in order to perform to the required standard.
Organizational Context Organizational context includes the way the organization is structured and how
it operates, including the extent of operative knowledge managers have of their
relevant areas of responsibility.
Technical Knowledge Technical knowledge is the specific knowledge needed to accomplish specific
designated responsibilities.
Core Skills/ Generic
Skills
Core skills or generic skills are a group of skills that are the key to learning and
working in today’s world. These skills are typically needed in any work
environment. In the context of the OS, these include communication related
skills that are applicable to most job roles.

Keywords /Terms Description
NOS National Occupational Standard(s)
NSQF National Skills Qualifications Framework
QP Qualifications Pack

Unit Code G&J/N7101
Unit Title
(Task) Sell polished gemstones of the company
Description This OS unit is about generating business for wholesale stocks of gemstones
Scope This unit/task covers the following:
Using different medium for making sale
Negotiating pricing
Maintaining quality of transaction
Performance Criteria(PC) w.r.t. the Scope
Element Performance Criteria
Using different
medium for making
sale
To be competent, the user/individual on the job must be able to:
PC1. use different medium for making sale including domestic and international
shows; through agents; overseas office; Internet or web-based; e-auctions;
PC2. stock the stones that are most in demand
PC3. achieve orders received against target for the period
PC4. manage chains of distributors as per company’s policy and target
PC5. successfully organize shows in domestic and local market
PC6. take care of logistics and security of gemstones on display for no loss
PC7. take care of documents to the satisfaction of Customs Department
PC8. create user-friendly website for ease of obtaining information on the product
and secure transaction
PC9. participate in web-based or e-auctions
Negotiating price PC10. conduct research on market demand and supply
PC11. assess changing market trends
PC12. meet target margin and volume set for the gemstones
PC13. generate long term contracts
Maintaining quality
of transaction
PC14. check commercial terms agreed to
PC15. check packaging for durability and attractiveness
PC16. check packet details against order placed
PC17. arrange for required insurance
PC18. adhere to international norms for exports packaging and dispatch
PC19. record transaction details
PC20. confirm to agreed terms of dispatch or international trade standards, as
applicable, with zero error
PC21. generate repeat business from happy customers because of quality of service
PC22. successfully conduct third-party or buyer representatives’ inspections
PC23. complete transactions in time by executing the shipment
Knowledge and Understanding (K)
A. Organizational
Context
The user/individual on the job needs to know and understand:
KA1. company’s policies on: sales targets, growth strategy, pricing and integrity

(knowledge of the
company/organisa
tion and its
process)
incentives; delivery standards; safety practices and hazards; security and
performance measurement
KA2. non–disclosure of “confidential information” provided by the company either
orally or in writing marked as confidential
KA3. liability arising out of loss, theft, or inadvertent disclosure of confidential
information
KA4. work flow involved in company’s gemstone processing activities
KA5. importance of the individual’s role in the workflow
KA6. reporting structure
B. Technical
Knowledge
The user/individual on the job needs to know and understand:
KB1. basic knowledge of gemstones and 4cs as well as newly popular gemstones
KB2. gemstone costing, pricing and wholesale margins
KB3. concepts such as lost-sales, relationship building, closing sale, forward cover
KB4. technical aspects of exports sales such as role of indian missions; foreign
market identification; products for exports; quoting price as ex-factory or fob
or cif; trade show schedules and costing; temporary importation bonds (tib)
and ata carnet
KB5. knowledge of foreign currencies and conversion
KB6. business ethics and vendor code of conduct
KB7. market scenario in terms of demand and supply
KB8. changing market trends, e.g., more demand for semi-precious
KB9. documentation for exports and insurance
KB10. use of barcoding system
KB11. use of computer systems
Skills (S) [Optional]
A. Core Skills/
Generic Skills
Writing Skills
The user/ individual on the job needs to know and understand how to:
SA1. prepare costing reports of the products
SA2. compile and refine lists of prospective buyers as well as shows, etc.
Reading Skills
SA3. read customer information from the database
SA4. read and understand text manuals related to jewellery specification
Oral Communication (Listening and Speaking skills)
SA5. listen carefully and interpret customer requirement
SA6. effectively communicate to initiate and conclude sale
SA7. create effective marketing networks
SA8. gather information from different stakeholders
SA9. communicate over e-mail, telephone and other means
SA10. correspond with seniors and make presentations

B. Professional Skills Decision Making
The user/ individual on the job needs to know and understand how to:
SB1. negotiate with the customer and ensure profit on each transaction
Plan and Organize
SB2. organize and store documentation detailing correspondence and
conversations with clients, and any agreements that may have been reached
Customer Centricity
SB3. put the customer at ease and suggest solutions
SB4. develop a rapport with the customer
SB5. satisfy the customer on their purchase decision
Problem Solving
SB6. identify issues that may arise during sales process and find solutions to
address them
SB7. suggest product solution to the customer
analytical thinking
SB8. interpret the market survey to judge the market demand –supply scenario.
SB9. assess changing market trends and expected impact on sales
SB10. asses the costs, benefits and long term prospects of establishing a
professional relationship with a potential client.
SB11. analyze data and activities
Critical Thinking
SB12. scrutinize the negotiation process and determine new ways to close deals
SB13. provide opinions on work in a detailed and constructive way

Unit Code G&J/N7102
Unit Title
(Task) Prepare documentation for exports of gemstone consignments
Description This OS unit is about preparing and maintaining documents required by Government
authorities such as Customs Department for smooth transactions during international:
sale or sample display at shows and exhibitions
Scope This unit/task covers the following:
Preparing documents for sale or sample
Preparing documents for exports or imports
Performance Criteria(PC) w.r.t. the Scope
Element Performance Criteria
Preparing documents
for sale or sample
To be competent, the user/individual on the job must be able to:
PC1. prepare purchase orders, destination purchase orders
PC2. prepare bond obligations
PC3. apply for duty free imports
PC4. prepare bill of entry and white bill of entry
PC5. do the labelling and marking on export cartons
PC6. prepare shipment on consignment basis
Preparing documents
for exports or imports
PC7. prepare pre-shipment export documents
PC8. prepare principal export documents such as commercial invoice, packing list,
certificate of Orgin, shipping advice, e.g., airway bill of bill of lading
PC9. prepare insurance policy and bill of exchange
PC10. prepare proforma invoice
PC11. send intimation for inspection, shipping instructions
PC12. obtain Mate’s receipt, letter to bank for collection
PC13. obtain and prepare Application for Certificate of origin (GSP)
PC14. ensure that documents are correctly filled
PC15. ensure that documents are dispatched along with shipping consignment or as
required
PC16. achieve smooth delivery of consignment to destination of export or show
Knowledge and Understanding (K)

A. Organizational
Context
(knowledge of the
company/organisa
tion and its
process)
the user/individual on the job needs to know and understand:
KA1. company’s policies on: import, exports, sample display for shows, sales and
marketing plan, rough procuring, pricing, integrity, and personnel
management
KA2. non–disclosure of “confidential information” provided by the company either
orally or in writing marked as confidential
KA3. liability arising out of loss, theft or inadvertent disclosure of confidential
information
KA4. work flow involved in company’s gemstone processing and wholesale

activities
KA5. importance of the individual’s role in the workflow
KA6. reporting structure
B. Technical
Knowledge
The user/individual on the job needs to know and understand:
KB1. basic knowledge of gemstones
KB2. rough pricing and margin calculations
KB3. technical aspects of exports sales such as role of indian missions; foreign
markets; foreign trade agreements; india’s foreign policy and any incentives;
products meant for exports; quoting price as ex-factory or fob or cif; trade
show schedules and costing; temporary importation bonds (tib) and ata
carnet
KB4. knowledge of export related documents such as:
proforma invoice
purchase order
commercial invoice
packing list
shipping bill
bill of lading
master airway bill
export certificate
certificate of origin
bill of exchange
bank realization certificate
documents against acceptance
KB5. scope for error in documentation and changes in rules and tariffs on exports
and imports of gemstones
KB6. business ethics and vendor code of conduct
KB7. documents required to fulfill import, export and insurance obligations
KB8. government departments involved in import, export clearance and foreign
trade policy making
KB9. international labeling standards and use of barcoding system
KB10. use of computer systems

Skills (S) [Optional]
A. Core Skills/
Generic Skills
Writing Skills
The user/ individual on the job needs to know and understand how to:
SA1. frame a well written communication with attention to detail
SA2. communicate with others in writing
SA3. fill forms and write memos as required
SA4. prepare shipment on consignment basis
Reading skills
SA5. read and correctly interpret government regulations and rules
SA6. read instructions, guidelines, procedures and rules

SA7. read and understand buyer specifications
Oral Communication (Listening and Speaking skills)
SA8. ask for clarification and advice from managers
SA9. communicate with consignee or government department or c&f agents
SA10. communicate effectively with colleagues
B. Professional Skills Decision Making
The user/ individual on the job needs to know and understand how to:
SB1. handle the customs clearance
Plan and Organize
SB2. organize the documents for shipment
Customer Centricity
N.A.
Problem Solving
SB3. refer anomalies to the manager
SB4. improve work processes for greater productivity and error free shipments
Analytical Thinking
SB5. analyze needs, requirements and dependencies in order to meet your work
requirements
Critical Thinking
SB6. spot process disruptions

Unit Code G&J/N9901
Unit Title
(Task) Coordinate with others
Description This OS unit is about communicating with colleagues, seniors and outside parties in
order to achieve the deliverables on schedule
Scope This unit/task covers the following:
Interacting with supervisor
Interacting with colleagues within and outside the department
Interacting with outside parties
Performance Criteria(PC) w.r.t. the Scope
Element Performance Criteria
Interacting with
supervisor
To be competent, the user/individual on the job must be able to:
PC1. coordinate for receiving work instructions and raw materials from
reporting supervisor
PC2. communicate to the reporting supervisor about process flow
improvements, product defects received from previous process, repairs
and maintenance of tools and machinery as required
PC3. communicate to reporting supervisor about operation details and hazards
PC4. interact with supervisor regarding compliance of company policy and rules
Interacting with
colleagues within and
outside the department
PC5. coordinate with colleagues to share work, as per the workload in order to
achieve team goals
PC6. communicate and discuss work flow related difficulties in order to find
solutions with mutual agreement
PC7. coordinate and receive feedback from quality control department
PC8. resolve conflicts by communicating with colleagues and other
departments
PC9. coordinate with colleagues regarding multitasking in other departments
with requirements
Interacting with outside
parties
PC10. adhere to nondisclosure policy of the company in all outside coordination
Knowledge and Understanding (K)
A. Organizational
Context
(knowledge of the
company/organisation
and its process)
the user/individual on the job needs to know and understand:
KA1. company’s policies on: preferred language of communication, reporting
and escalation policy, quality delivery standards, and personnel
management
KA2. company’s policies on non-disclosure of “confidential information”
provided by the company either orally or in writing marked as confidential
KA3. liability arising out of loss, theft or inadvertent disclosure of confidential
information
KA4. reporting structure

B. Technical Knowledge The user/individual on the job needs to know and understand:
KB1. various categories of people that one is required to communicate and
coordinate within the organization
KB2. importance of effective communication in the workplace like expressing
and addressing grievances appropriately and effectively
KB3. importance of teamwork in organization and individual success
KB4. various components of effective communication
KB5. barriers to effective communication
KB6. common reasons for interpersonal conflict
KB7. what constitutes disciplined behavior for a working professional
Skills (S) [Optional]
A. Core Skills/ Generic
Skills
Writing Skills
The user/ individual on the job needs to know and understand how to:
SA1. write instructions, remarks, job sheets, basic information, technical details
etc. in preferred local language of communication and English
Reading Skills
SA2. read preferred language of communication as prescribed by the company
SA3. read job sheets and interpret technical details mentioned in the job sheet
Oral Communication (Listening and Speaking skills)
SA4. discuss task lists, schedules, and work-loads with co-workers
SA5. be a good listener
SA6. be effective in communicating the issues faced to the supervisor
SA7. avoid using jargon, slang or acronyms when communicating
B. Professional Skills Decision Making
The user/ individual on the job needs to know and understand how to:
SB1. spot and communicate potential areas of disruptions to work process and
report the same
SB2. report to supervisor or deal with a colleague individually, depending on
the type of concern
Plan and Organize
SB3. to plan and organize for maximum productivity
Customer Centricity
SB4. convey accurate information to all internal as well as external customers
Problem Solving
SB5. how to handle critical situations caused due to communication issues at
workplace and solve problems without blaming others

Analytical Thinking
SB6. analyse the work processes by interacting with others and adopting best
practices
SB7. use prior experience to observe and reflect for development of ideas
Critical Thinking
SB8. think through the problem, evaluate the possible solution(s) and suggest
an optimum /best possible solution(s)
SB9. deal with clients lacking the technical background to solve the problem on
their own
SB10. spot process disruptions and delays and report and communicate with
solutions
SB11. identify immediate or temporary solutions to resolve delays
SB12. apply, analyze, and evaluate the information gathered from observation,
experience, reasoning, or communication, as a guide to thought and action

Unit Code G&J/N9902
Unit Title
(Task) Maintain health and safety at workplace
Description This OS unit is about being aware of, communicating and taking steps towards
minimizing potential hazards and dangers of accidents on the job and maintaining
health and safety at workplace
Scope This unit/task covers the following:
Health and safety in work area
Fire safety
Emergencies, rescue and first aid procedures
Performance Criteria(PC) w.r.t. the Scope
Element Performance Criteria
Health and safety in
work area
To be competent, the user/individual on the job must be able to:
PC1. identify and use appropriate protective clothing/equipment for specific
tasks and work
PC2. identify hazardous job activities in his/her job and communicate the
possible causes of risks or accidents in the workplace
PC3. carry out safe working practices while dealing with hazards to ensure
safety of self and others
PC4. identify and avoid doing any tasks or activities in a wrong posture
PC5. practice appropriate working postures to minimise occupational health
related issues
Fire safety PC6. use the appropriate fire extinguishers on different types of fire
PC7. demonstrate rescue techniques applied during fire hazard
PC8. demonstrate good housekeeping in order to prevent fire hazards
PC9. demonstrate the correct use of any fire extinguisher
Emergencies, rescue and
first aid procedures
PC10. provide appropriate first aid procedure to victims wherever required eg.in
case of bleeding, burns, choking, electric shock etc.
PC11. respond promptly and appropriately to an accident or medical emergency
PC12. participate in emergency procedures such as raising alarm, safe
evacuation etc.,
Knowledge and Understanding (K)
A. Organizational
Context
(knowledge of the
company/organisation
and its process)
The user/individual on the job needs to know and understand:
KA1. company’s policies on: safety and hazards and personnel management
KA2. names and location of documents that refer to health and safety in work
place
KA3. reporting structure

B. Technical Knowledge The user/individual on the job needs to know and understand:
KB1. meaning of “hazards” and risks
KB2. health and safety hazards commonly present in the work place and related
precautions
KB3. various dangers associated with use of electrical equipment
KB4. preventative and remedial actions to be taken in case of exposure to toxic
material
KB5. methods of accident prevention
KB6. how different chemicals react and the related hazards
KB7. how to use machines and tools without causing any accident
KB8. importance of using protective clothing/ equipment while working
KB9. precautionary activities to prevent the fire accident
KB10. various causes of fire
KB11. techniques of using different fire extinguishers
KB12. different materials used for extinguishing fire
KB13. rescue techniques applied during a fire hazard
KB14. various types of safety signs and what they mean
KB15. appropriate basic first aid treatment relevant to condition e.g. bleeding,
minor burns, eye injuries etc.
KB16. casualty lifting in case of an accident caused to a person
Skills (S) [Optional]
A. Core Skills/ Generic
Skills
Writing Skills
The individual on the job needs to know and understand how to:
N.A.
Reading Skills
SA1. read and comprehend basic content to read labels, charts, signage
SA2. read and comprehend basic English to read manuals of operations
Oral Communication (Listening and Speaking skills)
SA3. communicate effectively the risk of not following safety measures
B. Professional Skills Decision Making
The individual on the job needs to know and understand how to:
SB1. respond to emergencies/accidents, by taking an apt and timely decision
Plan and Organize
SB2. organize work schedule, work area, tools, equipment and material to
minimize health and safety risk
Customer Centricity
N. A.
Problem Solving

SB3. ensure apt action in case of any emergencies, accidents or fire at the work
location
Analytical Thinking
SB4. analyse untoward incidents from the past and implement correct use of
machines, tools or hazardous chemicals
Critical Thinking
SB5. critically analyse the processes carried out by self and by colleagues in the
department to spot potential hazards and safety issues

Criteria For Assessment Of Trainees

Job Role Wholesale Sales Executive – Gemstone Processing
Qualification Pack G&J/Q7102
Sector Skill Council Gem & Jewellery
Guidelines for Assessment

1. Criteria for assessment for each Qualification Pack will be created by the Sector Skill Council. Each Performance
   Criteria (PC) will be assigned marks proportional to its importance in NOS. SSC will also lay down proportion of
   marks for Theory and Skills Practical for each PC.
2. The assessment for the theory part will be based on knowledge bank of questions created by the SSC.
3. Assessment will be conducted for all compulsory NOS, and where applicable, on the selected elective/option
   NOS/set of NOS.
4. Individual assessment agencies will create unique question papers for theory part for each candidate at each
   examination/training center (as per assessment criteria below).
5. Individual assessment agencies will create unique evaluations for skill practical for every student at each
   examination/training center based on this criterion.
6. To pass the Qualification Pack, every trainee should score a minimum of 70% of aggregate marks to successfully
   clear the assessment.
7. In case of unsuccessful completion, the trainee may seek reassessment on the Qualification Pack.