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.

Question

Quizplus · Accepted Answer

The "iceberg principle" refers to the idea that good performance in some areas may hide poor performance in other areas if only averages are evaluated. Just like an iceberg where only a small portion is visible above water, the surface-level metrics may give the impression of good performance, but beneath the surface, there may be significant deficiencies.

Which of the Following Statements Best Explains the "Iceberg Principle