It Is Important That All Sales Managers Understand the "Iceberg

It is important that all sales managers understand the "iceberg principle" because it states that:

A) analogous to the invisible 90 percent of floating icebergs which can sink mighty ships (like the Titanic) , favorable total sales figures can hide unprofitable market segments and unproductive sales activities
B) large numbers of the sales force are not very productive compared to what they could be since their sales managers are cold, aloof, and insensitive to their individual needs, i.e., they act much like a floating iceberg
C) like a floating iceberg, some salespeople will initially rise above the others due to their self promotion efforts and flamboyance, yet it is the hardworking average salesperson who makes up the vast ocean of successful salespeople
D) many salespeople merely float near the surface, somewhat like icebergs, without ever attempting any in-depth penetration of their markets to obtain larger sales