CHAPTER 5

Sales and Operations Planning

Sales and operations planning (S&OP) was formulated by Oliver Wight in the 1980s in order to align and synchronize activities within the executive team in a manufacturing company. As with other supply chain processes, the initial S&OP process blueprint has been adopted and modified to suit the individual requirements of each company. This chapter summarizes some common process and system approaches and describes the reporting and alerting tools that have proven to be useful across several industries.

The Importance of Sales and Operations Planning

S&OP is a cross-functional process that has gained in importance, largely owing to the realization that the performance of any department of a company is significantly ...

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