[georgerobinson]

Can someone explain why this comment is being down voted? I think the author makes a valid point.

When I choose my iPhone, my MacBook Air, my Martin acoustic guitar, etc, I didn't need a salesman to explain to me how great these products were. I went into the store and tried them out for myself. No one ever had to convince me to purchase the product. The product did that by itself.

On the other hand, if someone has to convince me to purchase a product I was never looking to purchase, or over a competitors, the product probably wasn't that great in the first place.

[S4M]

I think gizi's point is pretty good (I upvoted it), but he misses the case where a company has to do some heavily customization on its product to satisfy the customer's needs, which is often the case in enterprise sales. In this case, especially if the user is not technical, it's better to have face to face meetings to understand what the customer needs.