A Sales Manager Has Just Discovered That One of His

Multiple Choice

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."