Preguntas de ejemplo
Preguntas de ejemplo con respuestas.
Del banco del test de práctica, con las respuestas a la vista. El examen tiene su propio juego de 40 preguntas.
Traducir el Valor
1. Which are recurring outcome categories buyers commonly value? Choose all that apply.
Elige todas las que correspondan.
- Improved reputation Respuesta correcta
- Saving time Respuesta correcta
- Sounding more sophisticated
- Reduced stress Respuesta correcta
Por qué: The lesson highlighted common pressures like stress, time, confidence, money, and reputation. Sounding sophisticated was not presented as a core buyer outcome.
Psicología del Precio
2. Which traits belong to ethical urgency? Choose all that apply.
Elige todas las que correspondan.
- Focused on clarity instead of panic Respuesta correcta
- Based on truthful limits or schedules Respuesta correcta
- Connected to real timing or consequences Respuesta correcta
- Built on invented scarcity claims
Por qué: Ethical urgency reflects reality honestly. Fake scarcity and invented pressure damage credibility.
Tu Sistema Ético de Ventas
3. Curiosity helps prevent a selling system from becoming rigid or scripted.
- Verdadero Respuesta correcta
- Falso
Por qué: Correct. Continuous learning keeps your approach adaptable as buyers, industries, and your own skills evolve.
Vendedores Famosos, Casos e Historia de la Psicología del Comprador
4. Acknowledging uncertainty honestly can strengthen long-term credibility.
- Verdadero Respuesta correcta
- Falso
Por qué: The lesson contrasted dramatic guarantees with honest expectations and explained that realistic uncertainty builds credibility.
Atención, Interés y Disposición
5. What is the purpose of tactical silence in a sales conversation?
- To avoid answering difficult questions
- To give the buyer room to think and react Respuesta correcta
- To pressure the buyer into responding quickly
- To make the conversation feel mysterious
Por qué: Tactical silence creates space for reflection and honest reactions instead of flooding the conversation with more persuasion.
Conversaciones de Descubrimiento
6. Which actions reinforce buyer-owned language effectively? Choose all that apply.
Elige todas las que correspondan.
- Reflecting the buyer’s emotional concerns calmly Respuesta correcta
- Highlighting what the buyer said feels important Respuesta correcta
- Repeating the buyer’s priorities in similar wording Respuesta correcta
- Immediately replacing the buyer’s words with a scripted pitch
Por qué: Reinforcing buyer-owned language helps strengthen clarity and trust without taking control of the meaning away from the buyer.
Objeciones Sin Combate
7. What is the purpose of mirroring plus silence during an objection?
- To make the conversation end faster
- To pressure the buyer into agreement
- To avoid discussing objections directly
- To encourage the buyer to explain the real concern Respuesta correcta
Por qué: Mirroring followed by silence helps people feel heard and often leads them to expand on what actually matters.
La Oferta que Tiene Sentido
8. What does identity-based buying mean?
- People avoid products linked to emotions
- People only buy products with measurable financial returns
- People mainly buy the cheapest available option
- People purchase solutions connected to who they want to become Respuesta correcta
Por qué: Identity-based buying connects purchases to a desired self-image, capability, or role.