Sales and Operations Planning

Done well, the Sales and Operations process also enables effective supply chain management.

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Program Summary

Sales and operations planning (S&OP) is an integrated business management process developed by Oliver Wright through which the executive/leadership team continually achieves focus, alignment and synchronization among al functions of the organization. 

The S&OP planning includes an updated forecast that leads to a sales plan, production plan, inventory plan, customer lead time (backlog) plan, new product development plan, strategics initiative plan and resulting financial plan.

Plan frequency and planning horizon depend on the specifics of the industry. Short product life cycles and high demand volatility require a tighter S&OP planning than a steadily consumed product. 

An effective S&OP process routinely reviews customer demand and supply resources and “re-plans” quantitatively across an agreed rolling horizon. The re-planning process focuses on changes from the previously agreed sales and operations plan.

While it helps the management team to understand how the company achieved its current level of performance, its primary focus is on future actions and anticipated results.

Companies that have an integrated business management process us the S&OP process to monitor the execution of the company’s strategies.

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Participants will learn how to:

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Courses meet, unless otherwise noted, at the following times and locations:

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Course TitleDatesWhere to Register
Sales and Operations PlanningNovember 10, 2017Register Here

* Members of the SLU Center for Supply Chain Management are able to redeem member discounts on program tuition. Please contact the center staff by calling (314) 977-3617 or emailing cscms@slu.edu to obtain your discount code. 


Please address all questions to the Center for Supply Chain Management: