Fact Finder you raise some very interesting points. Graft and corruption (aka "informal tariffs", "schmoozing on steroids" and "entertainment expenses") is a big topic. Yeah, and doubtless there is truth to all this.
A large computer company who shall remain nameless trained its sales people to identify and recruit an "inside sales person" on every large deal. This was a person who worked for the client company who could be relied upon to "coach" the vendor computer company through the lengthy purchase process (or tender) providing valuable intel, and internal influence.
How this computer company commanded such undying love and devotion is the subject of much speculation.
Back (way back) when I was a mongrel sales rep selling advertising space for a grubby tabloid, we had a saying...
"The bigger the deal the larger the steaks."
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