Lean Supply Chain Management Essentials

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2

executive s&OP, FOrecasting,

and custOmer reLatiOnshiPs

Chapter 2 will cover three very important topics that have to do with demand plan-

ning. ese topics are executive sales and operations planning, forecasting, and cus-

tomer relationships.

Executive Sales and Operations Planning

Executive S&OP: at part of Sales & Operation Planning that balances demand and

supply at the aggregate volume level, aligns units and dollars, and helps to establish rel-

evant policy and strategy at both the volume and mix levels.

—omas F. Wallace and Robert A. Stahl, Sales and Operations Planning: e How to

Handbook, 3rd edition

A process to develop tactical plans that provide management the ability to strategically

direct its businesses to achieve competitive ...