Sales and Operations Planning

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

Prerequisites:

• 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.

Assessment:

• 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.