Which of the Following Statements Best Explains the "Iceberg Principle

question 58

Multiple Choice

Which of the following statements best explains the "iceberg principle"?

• A) Several salespeople in a sales force usually meet their quotas while many others don't.
• B) Many salespeople don't make their quotas because they only try to sell to large customers.
• C) Most consumer decisions are at the 90 percent pre-conscious level.
• D) Ten percent of a firm's customers usually account for 90 percent of its sales.
• E) Good performance in some areas may hide poor performance in other areas if only averages are evaluated.

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Definitions:

Preconventional Moral Reasoning

A stage in Kohlberg's theory of moral development where moral reasoning is based on external consequences and rewards.

Irony

A situation where the outcome is contrary to what was expected, often in a humorous or poignant manner.

Prior Experience

Refers to the knowledge or skills a person has acquired from previous activities, jobs, or educational pursuits.

Intonation

The rise and fall in the pitch of the voice in speech, affecting the meaning of the words conveyed.