Re: Just wondering...
"Manuals? Wiki? Videos? FAQ cheat sheets? Basically why the need for actual presence?"
Because someone has to make sure that the partners aren't phoning it in? It starts with convincing them that there's value in selling the product in question, but finishes with convincing them that it's worth taking the time to actually learn enough to sell it. You are starting from a premise that people to what is rational, or that they are motivated to learn. They are both false. People are irrational and learning sounds like work, so they'll avoid it unless someone stands over them with a whip.
"Again issue tracker or wiki?"
Again, you are presuming that people will do something that doesn't directly benefit them without someone standing over them and forcing them to do it. That's false. They aren't going to update an issue tracker or a wiki. You need someone whose job it is to coordinate things and to disseminate information.
To put it more succinctly: the job of a sales exec is to herd cats. Angry, apathetic cats with autistic tendencies and the attention....oooh....squirrel!