I mentioned I'd just heard someone else in pharmaceutical sales tell me the same thing. I'm sure I've said the same thing in at least two different industries myself. Then I asked her why her company didn't send out price lists and save the expense of a sales force.
Cost is the much bigger variable and measure in a buying decision.
Not just cost in monetary terms but in terms of opportunity cost and the cost of what might happen to the buying individual's reputation in the company should they make the wrong decision. This is their role in an organization and if they do it poorly, they'll be replaced. Salespeople make the earth move. Everything is sold. Your job is incredibly complex.