The "Iceberg Principle

question 120

Multiple Choice

The "iceberg principle":

• A) explains why some firm's sales are "cooler" that others.
• B) explains why some customers are more profitable than others.
• C) suggests that sales will vary from one territory to another.
• D) suggests that much good information may be hidden in summary data.
• E) says that sales reps should never make "cold calls" on customers.

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Definitions:

Discount

A reduction from the usual cost of something, typically for promotional reasons or to incentivize purchase.

Article

A written composition on a particular topic, often published in a newspaper or magazine.

Discount Period

The window of time in which a payment can be made at a reduced rate.

Welfare

Governmental support aimed at ensuring the basic physical and material well-being of individuals, often including provisions for health care, education, and housing.