Бакалавриат
2022/2023
Технология планирования продаж и операций
Статус:
Курс по выбору (Управление цепями поставок и бизнес-аналитика)
Направление:
38.03.02. Менеджмент
Где читается:
Высшая школа бизнеса
Когда читается:
4-й курс, 1 модуль
Формат изучения:
без онлайн-курса
Охват аудитории:
для всех кампусов НИУ ВШЭ
Преподаватели:
Ермолина Мария Валерьевна
Язык:
английский
Кредиты:
4
Контактные часы:
40
Course Syllabus
Abstract
The purpose of this course is to explore different issues of integrated sales and operations planning in the focus company. The course covers such areas as enterprise planning system structure and logic, specifics of the sales and operations planning elements and stages and enabling informational technologies. Special attention is paid to the principles and rules of interfunctional cooperation and to the possible obstacles in the way of S&OP implementation. This elective course combines theory with practical simulation of S&OP process, and will be of interest and great use to the students of logistics and supply chain management bachelor programs. Students applying for the course should have general knowledge in the fields of supply chain management, strategic management, operations management and economical principles of logistics and SCM.
Learning Objectives
- To form students' understanding of the basic concepts of integrated planning in the enterprise and the roles that perform various functions in this proces
- To form students' ability to create a coherent sales and operations plan for the business.
Expected Learning Outcomes
- To specify and explain the role of sales and operations planning in the overall structure of enterprise plans.
- To identify and recognize signs of Inconsistency of plans in the enterprise
- To list in sequence the stages of the S&OP cycle, indicating the main participants and the objectives of each stage
- To create and read a schedule of new product launches in organization
- To judge the balance of the new products launches plan
- To list the issues to be resolved under the "New Product Planning" S&OP stage
- To create an unconstrained demand forecast taking into account macro trends in the consumer market, plans for development of sales channels and plans for commercial and marketing activities.
- To explain the difference between the demand forecast and sales plan.
- To reproduce the logic of the S&OP demand forecasting process with the key players and their areas of responsibility.
- To name the main results (outputs) of the operation planning stage of S&OP process
- To identify the key operations resources for the "Operations Planning" S&OP stage
- To form a plan of operations and requirements for the key resources of the company
- To list the stages of maturity of S&OP process, specifying the main indicators of each stage
- To explain the connection between S&OP and "lean management" and "quality management" approaches
Course Contents
- 1. Introduction to the volume planning at the enterprise
- 2. Structure and logic of the volume planning of sales and operations
- 3. New product planning. Product portfolio management
- 4. Demand forecasting and sales planning
- 5. Operations planning
- 6. Improvement of the volume sales and operations planning
Assessment Elements
- Prcatical S&OP calculationsIn the course of seminars students will create their own S&OP plan basing on the case provided to them.
- Exam test
Bibliography
Recommended Core Bibliography
- Burrows, R. P. (2012). The Market-Driven Supply Chain : A Revolutionary Model for Sales and Operations Planning in the New On-Demand Economy. New York: AMACOM. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=492570
- Palmatier, G. E., & Crum, C. (2003). Enterprise Sales and Operations Planning : Synchronizing Demand, Supply and Resources for Peak Performance. Boca Raton, Fla: J. Ross Publishing. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=103657
Recommended Additional Bibliography
- Планирование продаж и операций : практ. рук., Уоллас, Т., 2010