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Sales Budgets Elaboration in Bulgarian Industrial Enterprises

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  • Milena Angelova

Abstract

The sales budget is an important strategic planning tool for achieving optimal resource allocation. Its precise elaboration reflects on the overall company’s performance through the value chain mechanisms and prevents from unfavorable situations, originating from decreased competitiveness. It is a challenge for the modern industrial companies to adopt and implement a systematic model for sales budget elaboration, combining the possibilities of the theoretic models and the specific practical aspects of the industrial goods markets. The goal of the present article is through studying, analyzing and systematization of the approaches and procedures available, from the viewpoint of their effectiveness, of the opportunities and problems of their implication, to draw a conceptual model for sales budget elaboration for the Bulgarian industrial enterprises.

Suggested Citation

  • Milena Angelova, 2004. "Sales Budgets Elaboration in Bulgarian Industrial Enterprises," Economic Studies journal, Bulgarian Academy of Sciences - Economic Research Institute, issue 1, pages 131-161.
    • Handle: RePEc:bas:econst:y:2004:i:1:p:131-161
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    References listed on IDEAS

    as
    1. Luigi Guiso & Giuseppe Parigi, 1999. "Investment and Demand Uncertainty," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 114(1), pages 185-227.
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    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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