I heard it through the grapevine a while back that RBS (at least in DFW) is no longer sending field reps out unless opportunities are above a certain value, meaning they are handling the sales process via telephone and email from start to finish.
I see this as being the way things will be done in the future. From a business perspective, it makes sense if it allows dealers/direct to employ fewer sales people while generating close to the same revenue. If there is no value in a transaction (solutions that solve business problems, unique points of differentiation, bringing simplicity to complex environments, etc.) there is no need for a salesperson.
I personally believe that in the future most transactions in our industry as part of a transactional business model (versus services such as MPS/MS) will be completed online the same way that the internet resellers such as CDW process transactions. There will still be salespeople & account managers, but there will be far fewer of them which is a necessary evil as margins continue to slide & commoditization is perpetuated by lack of differentiation.