Sales and Operations Planning

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About Course

This course is designed to provide students with an understanding of sales and operations planning (S&OP), including its importance in supply chain management and its impact on business performance. Students will learn how to develop and implement an effective S&OP process, as well as how to use data to optimize the process and improve decision-making. The course will cover key S&OP concepts, such as demand forecasting, capacity planning, inventory management, and financial planning.

Course Outline:

  1. Introduction to Sales and Operations Planning
  • Definition of S&OP
  • Benefits of S&OP
  • Key Concepts in S&OP
  • S&OP Process Flow
  1. Demand Planning
  • Forecasting Methods and Techniques
  • Sales and Marketing Input
  • Demand Variability and Uncertainty
  1. Supply Planning
  • Capacity Planning and Management
  • Production Planning and Scheduling
  • Inventory Planning and Management
  1. Financial Planning
  • Revenue Planning and Forecasting
  • Cost of Goods Sold (COGS) Analysis
  • Profit and Loss (P&L) Statement Analysis
  1. S&OP Process Optimization
  • Performance Metrics and Measurements
  • Data Analytics and Visualization
  • Scenario Analysis and Simulation
  1. S&OP Implementation and Management
  • Change Management and Stakeholder Engagement
  • Information Technology (IT) Systems and Tools
  • Continuous Improvement and Best Practices


  • Basic knowledge of supply chain management concepts
  • Familiarity with Excel or other data analysis tools

Recommended Textbook:

  • “Sales and Operations Planning: The How-To Handbook” by Tom Wallace and Bob Stahl.


  • Midterm Exam (30%)
  • Final Exam (40%)
  • Group Project (30%)

Note: The course syllabus and assessment methods are subject to change based on instructor’s discretion.

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What Will You Learn?

  • 1. Understand the importance of S&OP in supply chain management and business performance.
  • 2. Develop and implement an effective S&OP process, including demand planning, supply planning, and financial planning.
  • 3. Use data and analytics to optimize the S&OP process and improve decision-making.
  • 4. Evaluate the performance of the S&OP process using key metrics and measurements.
  • 5. Implement and manage S&OP processes using best practices and continuous improvement methodologies.

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