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    Covering a wide range of disciplines and industries.

Sales & Marketing

Sales and Operation Planning (S&OP)


This workplace focused course encourages learners to use critical thinking to develop new understandings about their working environment. S&OP is a structured process to develop demand scenarios and supply strategies and ensure that these are in balance before being committed to be executive level management.

Practical activities during the course will help learners to use experiential leaning to better understand the principles of S&OP.

S&OP is a powerful tool for businesses to manage the end to end supply chain for excellent customer service as well as superior returns on investment. Businesses are now realizing that coordination with customers and suppliers is the key to better integration of operations to minimise waste.

The training course will feature interaction to encourage learners to:

  • Think of the end to end supply chain
  • Manage risk as part of the process
  • Understand the marketing dimension to S&OP
  • Use manufacturing planning techniques
  • Focus on organization culture


By the end of the training course, participants will be able to:

  • Understand where S&OP fits into business planning
  • Demonstrate the value of balancing supply and demand
  • Realise the importance of executive level commitment
  • Use critical thinking to focus improvement efforts
  • Diagnose their organization’s position in the maturity model of S&OP

Target Audience

This training course is designed for those who will be involved in the S&OP process, including learners from sales, marketing supply and finance departments. Senior and middle level managers will benefit from this interactive course. Such as:

  • Finance Managers
  • Marketing Managers
  • Supply Managers
  • Materials Managers
  • Demand Managers
  • Supply Planners
  • Demand Planners
  • Inventory Managers

Sales & Marketing Outline

The course covers the following topics:

Day One: S&OP overview

  • Evolution of ERP and role of S&OP
  • The S&OP Journey
  • End to End Supply Chains
  • Technology in S&OP
  • S&OP Process
  • Definitions of S&OP

Day Two: Demand Management

  • The Nature of Demand
  • Forecasting
  • Calculating Forecasts
  • Forecast Management
  • Uses of Forecasts
  • Forecasting Exercise

Day Three: Inventory Management

  • Why do we need Inventory?
  • Types and Functions of Inventory
  • Financial Considerations of Inventory
  • Setting Inventory Levels
  • Reorder Processes
  • Inventory Management Exercise

Day Four: Supply Management

  • Strategic Supply Decisions
  • Time Fences and How to Manage them
  • Linking Supply to S&OP                              
  • Capacity Issues
  • Scheduling
  • Supply Exercise

Day Five: Putting it all together

  • Risk Management
  • Risks Potential and Realized
  • Categorising Risk
  • Reducing Risk
  • Risk Exercise
  • S&OP Exercise


Ref Location From To Cost
SM10 Kuwait 17-5-2020 21-5-2020