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.

Question

Quizplus · Accepted Answer

The "iceberg principle" suggests that much good information may be hidden in summary data, just as much of an iceberg is hidden underwater.

The "Iceberg Principle