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    • Sales complexity and value appropriation: a taxonomy of sales situations 

      Rangarajan, Deva; Hochstein, Bryan; Nagel, Duane M.; Lyngdoh, Teidorlang (Emerald Publishing Limited, 2021-12-27)
      Purpose – The increasingly complex business-to-business (B2B) sales process necessitates that sales managers strike the right balance between appropriate resource allocation, while also maintaining the profitability of the ...