Sales & Operations Planning (S&OP) Process Online Course & Certificate

20 contact hours
Used For:
2 Continuing Education Units
Course and Certificate:

Sales and operations planning (S&OP) is the key business process to balance customer demand with supply capabilities. The general objective of S&OP is matching demand and supply in the medium term, by providing an instrument for the vertical alignment of business strategy and operational planning, and for the horizontal alignment of demand and supply plans. The Sales & Operations Planning (S&OP) process determines how much of which products to make, where to make them, and which markets to send them to on the basis of demand forecasts, cost factors, risk profile, and strategic objectives.

This course provides an introduction into how to develop a dynamic sales and operations planning (S&OP) process- business processes and technologies- that will enable an enterprise to effectively respond to demand and supply variability with timely determinations of the right market and supply chain mix, all through the S&OP time horizon.


After completing Sales & Operations Planning Process, students will be equipped with a basic understanding of the following:


A general understanding of supply chain management is recommended, but not required

 Students will be assigned 5 homework assignments, and 1 final exam for each course. 

  1. Introduction
    What is S&OP?

    S&OP time horizon
    Top down planning
    Bottoms up planning
  2. Sales Revenue Planning
    New product planning

    Sales opportunity planning
    Revenue, margin, opportunity planning
    Alignment to corporate goals
  3. Demand Planning
    Demand forecasting

    Demand collaboration (sales, marketing, operations input)
    Demand shaping (promotions, new product introduction, other events)
    Consensus forecasting
  4. Supply Planning
    Capacity planning

    Inventory optimization
    Material planning
  5. Profit-based Supply/Demand Planning
    Product mix

    Constraint management
    What-if analysis
    Allocation of demand to supply
  6. Management Review
    Key Performance Indicator (KPI) measurement

    Working capital
    Gross margin
    Inventory turns
    Plan vs actual
    Forecast errors
    Root cause analysis


 This course is Instructor-led and delivered through our award-winning online Learning Management System.