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Abstract A contemporary tendency of providing commercial activity with ways of digital communication is related to solving the problem of online trade forecasting with the help of customers’ feedback. At the same time introduction of e-commerce and wide exploitation of information technologies led to transformation of traditional sales funnel. This work is devoted to the research of the conversion funnel as the next step of leading indicators system’s implementation to the trade activity. The results of elaborated formalized mathematical model are stated, an example of calculation is set. The results of research are aimed to provide managers of commercial enterprises with a convenient method of sales analysis and operating activity’s organization.
Sergeev et al. (2019) studied this question.