... pandemic, all of which have abruptly forced sales organizations to be capable of managing uncertainty (Hartmann and Lussier, 2020 ; Sharma et al., 2020) and demonstrate agile principles (Mora Cortez and Johnston, 2020). Buyer–seller relationship Adaptive techniques Problem solving...

... tape‐recorded and respondents were subsequently provided with a summary as well as a verbatim transcript of their respective interviews. Relevant secondary data also included © MCB UP Limited 2002 Modelling Adaptive techniques Business‐to‐business marketing Business development...