Topic
Sales and operations planning
About: Sales and operations planning is a research topic. Over the lifetime, 1219 publications have been published within this topic receiving 20774 citations.
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Book•
01 Jan 2000
TL;DR: In this article, the authors present an overview of the use of linear programming techniques for managing change in the field of supply chain management and evaluate the effectiveness of these techniques in terms of product design, job design, and process analysis.
Abstract: CONTENTS IN BRIEFSECTION ONE OPERATIONS STRATEGY AND MANAGING CHANGE1 Introduction to the Field 2 Operations Strategy and Competitiveness Technical Note 2 Optimizing the Use of Resources with Linear Programming 3 Project Management4 Product Design Technical Note 4 Learning Curves SECTION TWO PROCESS SELECTION AND DESIGN 5 Process Analysis Technical Note 5 Job Design and Work Measurement 6 Manufacturing Process Selection and Design Technical Note 6 Facility Layout 7 Service Process Selection and Design Technical Note 7 Waiting Line Management 8 Quality Management: Focus on Six Sigma Technical Note 8 Process Capability and Statistical Quality Control 9 Operations Consulting and Reengineering SECTION THREE SUPPLY CHAIN DESIGN10 Supply Chain Strategy 11 Strategic Capacity Management Technical Note 11 Facility Location 12 Lean Production SECTION FOUR PLANNING AND CONTROLLING THE SUPPLY CHAINManagerial Briefing Enterprise Resource Planning Systems 13 Forecasting 14 Aggregate Sales and Operations Planning 15 Inventory Control 16 Material Requirements Planning 17 Operations Scheduling Technical Note 17 Simulation 18 Synchronous Manufacturing and Theory of Constraints SUPPLEMENTS A Financial Analysis B Operations Technology
878 citations
Book•
01 Jan 2004
TL;DR: In this article, the authors present a Manufacturing Planning and Control (MPC) system for the Standard Normal Distribution (SND) distribution system, which is based on an Enterprise Resource Planning (ERP) model.
Abstract: 1 Manufacturing Planning and Control 1A Enterprise Resource Planning (ERP) 2 Demand Management 3 Forecasting 4 Sales and Operations Planning 4A Advanced S&OP 5 Master Production Scheduling 6 Material Requirements Planning 6A Advanced MRP 7 Capacity Planning and Utilization 8 Production Activity Control 8A Advanced Scheduling 9 Just-in-Time 10 Distribution Requirements Planning 10A Management of Supply Chain Logistics 11 Order Point Inventory Control Methods 12 Strategy and MPC System Design Appendix Areas of the Standard Normal Distribution
427 citations
Book•
01 Oct 1992
TL;DR: In this paper, the authors present an overview of the role of information in sales management and present a comprehensive case study for the implementation and control of a sales program and evaluation of the program.
Abstract: 1. Introduction to Sales Management in the Twenty-First Century Part I: Formulation of a Sales Program 2. The Process of Selling and Buying 3. Linking Strategies and the Sales Role in the Era of Customer Relationship Management 4. Organizing the Sales Effort 5. The Strategic Role of Information in Sales Management Comprehensive Cases for Part One Part II: Implementation of the Sales Program 6. Salesperson Performance: Behavior, Role Perceptions, and Satisfaction 7. Salesperson Performance: Motivating the Sales Force 8. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople 9. Sales Force Recruitment and Selection 10. Sales Training: Objectives, Techniques, and Evaluation 11. Salesperson Compensation and Incentives Comprehensive Cases for Part Two Part III: Evaluation and Control of the Sales Program 12. Cost Analysis 13. Evaluating Salesperson Performance Comprehensive Cases for Part Three
425 citations
TL;DR: In this paper, the authors examined the moderating effects of business strategy and demand uncertainty on the relationship between the integration of manufacturing and marketing/sales-based decisions and organizational performance.
347 citations
TL;DR: In this article, a detailed case analysis of a supply chain planning process that seemingly weathers these cross-functional conflicts is presented, and the authors adopt a process perspective and find that integration was achieved despite formal functional incentives that did not support it.
304 citations