Abstract
Sales and operations planning (S&OP) is a formal process instituted by companies that attempts to balance customer demand with product supply. In a recent survey of global manufacturers, 70% of the study participants had implemented an S&OP process suggesting broad adoption, at least among large-scale firms (Propokets 2012). Companies expend significant resources and human capital trying to make S&OP successful. The process is carried out by what can best be described as a cross-functional planning team comprised of mid-level managers and analysts (Stahl 2010; Wagner, Ullrich, and Transchel 2013). In order to achieve S&OP success the team must reconcile all demand and supply plans at both the detail and aggregate levels and remain synchronized with the overall business plan. Given the complexity and cross-functional nature of the S&OP process, this is a challenge for most companies. (See attached file for remainder of abstract.)
| Original language | American English |
|---|---|
| State | Published - Apr 18 2015 |
| Externally published | Yes |
| Event | 2015 National Conference in Sales Management - Houston, TX Duration: Apr 18 2015 → … |
Conference
| Conference | 2015 National Conference in Sales Management |
|---|---|
| Period | 4/18/15 → … |
Keywords
- sales management
- sales planning
- operations planning
- customer demand
- product supply
Disciplines
- Business
- Marketing
- Sales and Merchandising