A sales manager has just discovered that one of his sales reps has sales about 20 percent below his quota. The sales manager should conclude:
A) that the sales rep's quota was set too high.
B) that the sales rep lacks the desire to succeed.
C) that "all is well" because other salespeople had sales that were at least 20 percent over their quotas.
D) that the salesperson's performance index is 4 .
E) nothing thus far-because of the "iceberg principle."

Question

Quizplus · Accepted Answer

The "iceberg principle" suggests that the visible issue (in this case, sales being 20 percent below quota) might only be a small part of a larger, underlying problem. Therefore, the sales manager should not jump to conclusions without further investigation.

A Sales Manager Has Just Discovered That One of His