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Prices you get is combo of economic difficulty setting, relations with settlement, events, what you sell, type of settlement and how many attached locations it has.
You probably want to get allied with big city with as much housing and production hexes, each increases prices and keep bandit camps around for that sweet ambushed caravans bonus, when bandits raze something you can score extra buck selling wood when they rebuild.
20% for gear does not sound bad at all.
The prior poster covered many important points. Also keep in mind that repairing things to sell them is only worth it if the sell value is greater than the durability value. Generally most weapons except low end are worth repairing, and most armor except high end is NOT worth repairing to sell.
Have a reference item to compare prices in cities to identify good places/conditions to sell. I use the starting 2h axe and keep it only to measure general prices.