Thepresentation format assumes that given the right suggestion by a salesperson, the prospect will…

➤ How does stimulus-response differ from formula selling?
Formula selling follows a structured sequence of steps such as opening, presenting, handling objections, and closing. Stimulus-response is more mechanical and script-driven, aiming to elicit an immediate yes through specific prompts. Formula allows adaptation across steps, while stimulus-response emphasizes fixed stimuli to trigger a direct purchase reaction.