University of agribusiness and rural development, UARD Jubilee International Scientific Conference

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Challenges in Corporate Sales Forecasting
Vladislava Georgieva

Last modified: 2018-02-12


Sales forecasting is the starting point for a more informed and better decision-making process. At the present stage of the development of scientific forecasting a high degree of accuracy is only possible with short-term forecasts. Long-term (strategic) business sales projections (as well as other macroeconomic variables) are still a challenge for the scientific community. This report focuses on the challenges and difficulties in predicting company sales


sales forecasting, strategic planning, strategic management


Michelfelder, Richard A. and Maureen Morrin, Overview of New Product Diffusion Sales Forecasting Models, 2014

Кръстев, Б., Г. Георгиев. Корпоративни финанси. Русе: Авангард принт, 2013, с. 140

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