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Presentation
Sales and Operations Planning (S&OP): A Performance Framework
2015 National Conference in Sales Management (2015)
  • Scott C. Ambrose, Kennesaw State University
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.)
Keywords
  • sales management,
  • sales planning,
  • operations planning,
  • customer demand,
  • product supply
Publication Date
April 18, 2015
Location
Houston, TX
Comments
Dr. Ambrose also affiliated with Emory & Henry College.
Citation Information
Scott C. Ambrose. "Sales and Operations Planning (S&OP): A Performance Framework" 2015 National Conference in Sales Management (2015)
Available at: http://works.bepress.com/scott_c_ambrose/15/