Session 5 The Sales and Operations Planning Process - APICS Master Planning of Resources
Sales,Planning,and,Operations
Sales Planning and OperationsSubmitted to: Deng BinPrepared by:NeilContents Introduction (2)Analysis (2)Task1 (2)Task2 (4)References (12)IntroductionSales activities must be planned.It is important for students to have a thorough understanding of key issues Coca-Cola may faced in sales management.This assessment will enable us to start planning sales activity for a product or service and present a sales plan.The aim of the assignment is to improve students' report writing and presentation skills.It including understand the role of personal selling within the overall marketing strategy.(1.Explain how personal selling supports the promotion mix2.conduct a buyer behaviour analysis of Coca Cola and analyze the role of the sales team)AnalysisTask1Explain how personal selling supports the promotion mixPromotion mix, is a way to organize promotional activities with policy ideas, arguing that companies advertising, personal selling, publicity, business promotion, four basic types of promotion into one strategy system so that enterprises of all promotional activities complement each other, coordinated, maximizing the overall effect, to successfully achieve corporate goals.Four basic types of promotion into one strategy system so that enterprises of all promotional activities complement each other, coordinated, maximizing the overall effect, to successfully achieve corporate goals. Building Product Awareness –Several sales promotion techniques are highly effective in exposing customers to products for the first time and can serve as key promotional components in the early stages of new product introduction. Additionally, as part of the effort to build product awareness, several sales promotion techniques possess the added advantage of capturing customer information at the time of exposure to the promotion. In this way sales promotion can act as an effective customer information gathering tool (i.e., sales lead generation), which can then beused as part of follow-up marketing efforts.Creating Interest – Marketers find that sales promotions are very effective in creating interest in a product. In fact, creating interest is often considered the most important use of sales promotion. In the retail industry an appealing sales promotions can significantly increase customer traffic to retail outlets. Internet marketers can use similar approaches to bolster the number of website visitors. Another important way to create interest is to move customers to experience a product. Several sales promotion techniques offer the opportunity for customers to try products for free or at low cost.Providing Information – Generally sales promotion techniques are designed to move customers to some action and are rarely simply informational in nature. However, some sales promotions do offer customers access to product information. For instance, a promotion may allow customers to try a fee-based online service for free for several days. This free access may include receiving product information via email. Stimulating Demand – Next to building initial product awareness, the most important use of sales promotion is to build demand by convincing customers to make a purchase. Special promotions, especially those that lower the cost of ownership to the customer (e.g., price reduction), can be employed to stimulate sales.Reinforcing the Brand – Once customers have made a purchase sales promotion can be used to both encourage additional purchasing and also as a reward for purchase loyalty (see loyalty programs below). Many companies, including airlines and retail stores, reward good or “preferred” customers with special promotions, such as email “special deals” and surprise price reductions at the cash register.Personal selling enterprises marketing personnel or commissioned sales people, direct contact with the consumer, to target customers for product introduction, promotion, communication activities to promote sales.Delivery of a specially designed message to a prospect by a seller, usually in the form of face-to-face communication, personal correspondence, or a personaltelephone conversation. Unlike advertising, a personal sales message can be more specifically targeted to individual prospects and easily altered if the desired behavior does not occur. Personal selling, however, is far more costly than advertising and is generally used only when its high expenditure can be justified. For example, the marketing of a sophisticated computer system may require the use of personal selling, while the introduction of a new product to millions of consumers would not. Two other forms of personal selling that are not used with high-end products are door-to-door selling and home demonstration parties. These two personal selling methods are primarily used for personal care products, cosmetics, cookware, encyclopedias, books, toys, food, and other items of special interest to homemakers. Ideally, personal selling should be supported by advertising to strengthen its impact.In general, if a product has a high unit value and requires a demonstration of its benefits, it is well suited for personal sales. For example, an encyclopedia is a high-priced item and most people do not feel they need one. After a demonstration, however, most people agree it would be a useful item to have. Therefore, encyclopedias are well suited to a promotion mix that emphasizes personal selling. Highly technical products, such as computers and copiers, are also primarily sold through personal sales methods. Products that involve a trade-in, like automobiles, are usually handled through personal selling to help facilitate the trade-in process. Finally, a company that cannot afford a mass-advertising campaign might consider personal selling as an alternative to advertising. Since sales force compensation is largely based on actual sales, personal selling may require less money up front than other parts of the promotion mix.Task2Conduct a buyer behaviour analysis of Coca Cola and analyze the role of the sales team.1)Consumer and organizational purchase decision-making processesConsumer purchase decision proceduresFactors influence consumer purchase decisions:Influence of individual factors(1)Stability factorA special stage in the decision-making process, purchase behavior in part depends on stability factors.Coca Cola as a convenient price of goods destined to it will not be too high, suitable for a tired consumers.(2)Random factorRandom factor refers to the consumer when buying decisions are made and the specific occasion with a series of conditions.In some cases, consumer buying decisions in unexpected circumstances.If you prefer Pepsi, but when you want to buy a Coke, and convenience store only Coca Cola.Effects of psychological factorsFeeling Motivation Experience Attitude PersonalityDifferent people like different, it was like someone like Coca-Cola Pepsi.Affect people in place of habitual purchase motive was known as patrons of motivation.Organizational purchase decision making process of the market compared with the consumer purchase decision process, usually more anization of purchase decision-making process can be divided into eight stages.1.Required required is the starting point for organizational purchase decision process.It refers to the Organization's users have learned during the production process a problem or a need, and the problem or the need can be a product or service to solve, will begin the purchasing process.2.After you determine the overall need to need to make, further analysis of the needs, determine the desired varieties, properties, characteristics and quantity of the products and services.Determine the element of standardized products are relatively easy to, rather than the standard elements of a complex product shall be buyers, users, technicians and senior policy makers discuss to determine.3.Needs it is the extension of the second stage, is on the product you want more detailed and accurate description of varieties, properties, characteristics and quantity of the products and services, write a detailed technical specification, as procurement officer procurement basis.4.Lookup suppliers procurement personnel according to the requirements of the product data sheet to find the best suppliers.5.Request for proposals has identified multiple candidate supplier, supplies buyers should ask them to submit a proposal, obtain product related information, such as quality standards, such as product catalogs, price lists, in particular on products of high value, high prices, and also asked them to write a detailed description of filtered vendors left behind, they made a formal description.6.Select a supplier organization user to vendor's product quality, quantity, price, reputation and delivery deadlines and technical analysis and evaluation of services, to select the ultimate meet their own requirements.7.Contract means the organization users according to the technical specifications of the purchased product, requirements, delivery date, return conditions, warranties and other content suppliers signed a final order.8.Performance evaluation of organization of the customer for the supplier performance evaluation, through performance evaluation, to the vendor to decide to maintain, amend or suspend production.2)Influence on organizational buyer behaviourConsumer purchase behavior is complex, and their buying behavior is affected by the mutual interaction of internal factors and external factors.Study on enterprise marketing for consumer purchase, to master the rules of their buying behavior, to develop effective marketing strategies and achieve marketing goals.The market need--what are products ? By analyzing the consumer want to buy Coke, why do we need Coke, rather than Pepsi, study how the enterprise should provide marketable products to meet consumer needs.Why buy--what is the purpose? By purchasing motivation analysis of formation (physiological, physical, economic, psychological factors, social interaction), understanding consumer purchased Coke purpose, take the appropriate marketing strategy.Buyers who are--what are Organizations? Analysis purchased by individuals, families or groups, purchase products for use by the who, who are the decision makers in purchasing, implementation, impact. A ccording to the analysis, combinations of products, channels, pricing and promotions.How to buy--buy what is the job of the Organization? Analysis of buyers to purchase different requirements, specifically provides a variety of marketing services.In the consumer market, analysis of characteristics of different types of consumers, such as economical purchaser pursuit of performance and cheap, impulse buyers to taste and appearance preferences, instalment strapped buyer requirements, buyer attention of busy buying convenient and door-to-door.Coca-Cola's price is not high, for anyone who can afford to buy, so its appearance and taste are attracting customersWhat is timing when to buy--buy? Analysis of requirements of the buyer on the purchase of a particular product, grasp the opportunity, launched the product in duetime, such as analysis of effects of natural seasonal and traditional holidays on the market, as well as.Analysis of requirements of the buyer on the purchase of a particular product, grasp the opportunity, launched the product in due time, such as analysis of effects of natural seasonal and traditional holidays on the market, as well as.In schools, for example, when the student movement then, feeling very thirsty, Coke will sell well.Summer weather is hot, iced Coke would be young people. Where to buy--buy what? Analysis of different products purchased by buyer requirements, such as consumer products, General requirements of customers to buy, and purchase requests in commercial districts (district Center or the business center) purchased, select contrast, special products tend to require direct to business or professional shop.Analysis of different products purchased by buyer requirements, such as consumer products, General requirements of customers to buy, and purchase requests in commercial districts (district Center or the business center) purchased, select contrast, special products tend to require direct to business or professional shop.For example in tourist attractions, compared to most of the people here are decent, not too care about money, and tourism feel thirsty, appropriately raise prices and there will be sold, Coca-Cola's does not no smell here make inquiries short for Tianjin.3)Influence on organization buyer behaviourMain factors affecting the tissue procurement Act●Environmental factors●Organizational factors●Interpersonal factors●Personal factorsWhen world of Warcraft in China vogue, Coca-Cola's launch of buy Coke get playing time, promotion of by the majority of players, were within a short time by many gamers to purchase large amounts of Coca-Cola, boosted its sales in the short term.Many Internet cafes appears most drinks are Coca-Cola.McDonald 's, the world famous food and beverage companies, Coca-Cola's smart partner, McDonald's drinksare Coca-Cola name.4)Purchase occasion,buying interests and motives,buyer's mood,level ofinvolvementDue to meet those specific needs, decided to buy this product and not buy another one.This effect causes customers to choose a commodity purchase motivation, buying motivation depends on the customer's requirements and needs.Different buying motives has its different characteristics:1, strives for realism the purchase motivation, characteristics of this machine is "affordable" and "practical".2, seeking to purchase motives, when in pursuit of goods of trendy main feature3, and buying motives, to the pursuit of brand-name as the main character.4, and buying motives, to pursue the high quality of products as the main feature.5, and beauty buying motivation to pursue the art appreciation of the value of goods as the main character.6, seeking cheaper buying motivation to strive for low commodity prices as the main character.7, the hobby of buying motive to satisfy personal interests or interest as the main character.8, where rivalries purchase motivations in competitive, after the unwilling people as the main feature.Pleasant emotions, and merchandise held by the likes of experience, will have a positive effect on consumer behavior, promoting the speed of consumer behavior, pleasant emotions increases the consumer's courage, overcoming the difficulties that may arise in the purchase.Unpleasant emotions, emotional experience that does not like but on consumer behavior play a negative role.If the mood comes from the product, consumers refused to buy the commodities;If unpleasant emotion comes from shopping, consumers will leave as soon as the shopping;If unpleasant emotions come from personnel, some customers will try to avoid that he hates the salesperson, customers may also stimulate negative emotions and contradictions and conflicts witha salesperson.5)Importance and structure of the DMU(Decision Making Unit) Advantages (Strength)(1)Brand has a long.Since its inception in 1886, Coca-Cola, enduring and popular all over the world for more than 100 years.Brand enjoy popular support, has become part of the consumer life(2)The world's largest soft drink giant, has a big advantage and the power of global competitiveness.(3)Have a high degree of innovation and research and development capacity, higher market share, more market leading brands(4)Product with convenience (available everywhere), a unique flavor (secret recipe) and price characteristics.(5)Strong sales channels, distribution networks and marketing strategies, and has the fast food industry (headed by McDonald 's) strong sales channel.Standardization of Coca-Cola's production processes.Disadvantages (Weakness)(1)Major consuming populations (young group) product identification, slightly down on Pepsi.(2)Large, controlled easily.(3)Consumers of the subjective impression that Coca Cola is a carbonated beverage, and contains caffeine, it may cause some health problems, such as obesity. Opportunity (Opportunity)(1)Carbonated soft drink more in line with the younger groups demands, particularly to Latin America and Asia-Pacific countries, proportion of young people is rapidly increasing, with opportunities to workers is high.(2)Sponsors various sporting events, such as the Olympics, the Special Olympics, NBA, World Cup, also can be combined with non-commercial activities, shaping the corporate image.(3)Fast food culture more and more popular in China and carbonated beverages arefitThreat (Threat)(1) alternatives (in addition to carbonated beverages such as tea, juice, etc) threat(2)competitors ' threats, major competitor Pepsi in the accelerated growth in the(3)pursuit of consumers ' awareness of health, is bound to reduce the carbonic acid Beverage drinking6)Definition and role of personal sellingDelivery of a specially designed message to a prospect by a seller, usually in the form of face-to-face communication, personal correspondence, or a personal telephone conversation. Unlike advertising, a personal sales message can be more specifically targeted to individual prospects and easily altered if the desired behavior does not occur. Personal selling, however, is far more costly than advertising and is generally used only when its high expenditure can be justified. For example, the marketing of a sophisticated computer system may require the use of personal selling, while the introduction of a new product to millions of consumers would not. Two other forms of personal selling that are not used with high-end products are door-to-door selling and home demonstration parties. These two personal selling methods are primarily used for personal care products, cosmetics, cookware, encyclopedias, books, toys, food, and other items of special interest to homemakers. Ideally, personal selling should besupported by advertising to strengthen its impact.7)Product and competitor knowledgeIn the beverage industry, coke and Pepsi is a market leader, a market follower (Challenger).As market followers, there are two strategies to choose from: the market leaders launched an attack to capture more market share;Or is participating in the competition, but do not make major changes in market share.Obviously, after nearly half a century of practice, Pepsi-Cola company found that an option even after the company's existence does not guarantee, and will not work.Thus, Pepsi began to adopt a strategy before, issued a strong challenge to Coca-Cola's and this is Steele after the second world war, such as Kent, Karaoui "Pepsi excellence".Along with the globalization and diversification, both companies are seeking partners, Coca-Cola teamed up with McDonald 's, Pepsi-KFC seeks cooperation.8)Sale team responsibilitiesA company wishing to recruit an international sales team has a range of options. Recruits could be expatriates, host-country nationals or third-country nationals. Expatriates (home-country salespeople) are well regarded by technical companies selling expensive products because they tend to possess a high level ofproduct knowledge and the ability and willingness to provide follow-up service. Work overseas also provides companies with the opportunity to train managersand prepare junior executives for promotion. Furthermore, expatriates allow international companies to maintain a high degree of control over global marketing and sales activities. However, there are drawbacks. Expatriates are usuallymore expensive than local salespeople, they may not settle in the new country,and may fail to understand the cultural nuances required to sell successfully Abroad.References/topic/personal-selling#ixzz1stFr7luC/topic/personal-selling#ixzz1stGBqL32Prentice Hall - Selling and Sales Management。
S&OP管理5(共10)
Data Review
Actual Sales Product Availability Sales Forecasting Forecast Data New Products Business Plan Metrics Actual Production Capacity Issues Material Issues New Forecast New Products Metrics
– Sales plan – Production or Supply plan – Inventory plan
All are aligned with company objectives
Sales & Operations Planning
Definition & Purpose
A monthly process, not a meeting or a computer report Business management’s responsibility Purpose: t Ensure customer requirements, business objectives, operating goals, and plans are met t Set a single company game plan t Make key tactical decisions t Drive multi-functional consensus t Review performance s Plan vs. actual s Root cause analysis of variation s Action plans for improvement t Agreement, balance, and reconciliation of these aggregate (family) plans: s Financial s Production s Development s Sales s Capacity s Supplier s Backlog s Shipment s Inventory t Ensure plans are realistic t Examine alternatives, resolve conflicts and develop contingency plans t Create accountability for results
公司高层职位的英文缩写
公司高层职位的英文缩写1。
C EO : Chief Executive Officer 首席执行官2。
COO : Chief Operated Officer 首席运营官3。
C FO : Chief Finacial Officer 首席财务官4。
CTO : Chief Technology Officer 首席技术官5。
CIO : Chief In formation Officer 首席信息官电脑公司里各职位名称的英文缩写CEO(Chief Executive Officer)首席执行官COO(Chief Operatio ns Officer) 首席运营官CFO(Chief Financial Officer)首席财务官CIO(Chief In formation Officer)首席信息官HRD(Huma n Resource Director) 人力资源总监OD(Operations Director)运营总监MD(Marketing Director)市场总监OM(Operations Manager)运作经理PM(Production Manager)生产经理PG(Product Manager)产品经理GM(General Manager)总经理VP(Vice Preside nt)副总裁FVP(First Vice Preside nt)第一副总裁AVP(Assista nt Vice Preside nt)副总裁助理Master of Busin ess Admi ni strati on 企业管理硕士市场副总裁 Marketing and Sales(市场与销售部分)Senior Customer Ma nager 高级客户经理Sales Manager 销售经理Regio nal Sales Man ager 地区销售经理Mercha ndis ing Ma nager 采购经理Sales Assista nt 销售助理Wholesale Buyer 批发采购员Tele-I nterviewer 电话调查员Real Estate Appraiser 房地产评估师Market ing Con sulta nt 市场顾问Marketi ng and Sales Director 市场与销售总监Market Research An alyst 市场调查分析员Manu facturer\'s Represe ntative 厂家代表Director of Subsidiary Rights 分公司权利总监Sales Represe ntative 销售代表Assista nt Customer Executive 客户管理助理Market ing In tern 市场实习Marketi ng Director 市场总监In sura nee Age nt 保险代理人Customer Man ager 客户经理 Vice-Preside nt of Marketi ngRegio nal Customer Man ager 地区客户经理Sales Admi nistrator 销售主管Telemarketi ng Director 电话销售总监Advertis ing Man ager 广告经理Travel Age nt旅行代办员Salesperson 销售员Telemarketer 电话销售员Sales Executive销售执行者Marketi ng Assista nt 市场助理Retail Buyer零售采购员Real Estate Ma nager 房地产经理Real Estate Broker 房地产经纪人Purchas ing Age nt 采购代理Product Developer 产品开发Market ing Ma nager 市场经理Advertis ing Coord in ator 广告协调员Advertis ing Assista nt 广告助理Ad Copywriter(Direct Mail) 广告文撰写人Customer Represe ntative 客户代表Computers and Mathematics(计算机部分)Man ager of Network Admi nistratio n 网络管理经理MIS Man ager电脑部经理Project Man ager 项目经理Tech ni cal Engin eer 技术工程师Developme ntal Engin eer 开发工程师Administrator 局域网管理员Operati ons An alyst 操作分析Computer Operator 电脑操作员Product Support Ma nager 产品支持经理Computer Operati ons Supervisor 电脑操作主管Director of In formatio n Services 信息服务主管Systems Engin eer 系统工程师Hardware Engin eer 硬件工程师Applicati ons Programmer 应用软件程序员In formatio n An alyst 信息分析LAN Systems An alyst 系统分析Statistician 统计员Human Resources （人力资源部分）Director of Huma n Resources 人力资源总监Assista nt Pers onnel Officer 人事助理Compe nsati on Man ager 薪酬经理Employme nt Con sulta nt 招募顾问Facility Ma nager 后勤经理Job Placeme nt Officer 人员配置专员Labor Relations Specialist 劳动关系专员Recruiter 招聘人员Trai ning Specialist 培训专员Vice-Preside nt of Huma n Resources 人力资源副总裁Assista nt Vice-Preside nt of Human Resources 人力资源副总裁助理Ben efits Coordi nator 员工福利协调员Employer Relati ons Represe ntative 员工关系代表Pers onnel Con sulta nt 员工顾问Training Coordin ator 培训协调员Executive and Managerial(管理部分)Chief Executive Officer(CEO) 首席执行官Director of Operatio ns 运营总监Vice-Preside nt 副总裁Branch Ma nager 部门经理Retail Store Man ager 零售店经理HMO Product Ma nager 产品经理Operati ons Man ager 操作经理Assista nt Vice-Preside nt 副总裁助理Field Assura nee Coordi nator 土地担保协调员Man ageme nt Con sulta nt 管理顾问District Man ager 市区经理Hospital Admi nistrator 医院管理Import/Export Ma nager 进出口经理In sura nee Claims Con troller 保险认领管理员Program Man ager 程序管理经理In sura nee Coord in ator 保险协调员In ve ntory Con trol Man ager 库存管理经理Regio nal Man ager 区域经理Chief Operati ons Officer(COO) 首席运营官Gen eral Man ager 总经理Executive Market ing Director 市场行政总监Con troller(I nternatio nal)国际监管Food Service Ma nager 食品服务经理Producti on Man ager 生产经理Admi nistrator医疗保险管理Property Ma nager 房地产经理Claims Exam iner 主考官Con troller(Ge neral)管理员Service Ma nager 服务经理Manu facturi ng Ma nager 制造业经理Vending Ma nager 售买经理Telecom muni catio ns Man ager 电信业经理Tran sportati on Man ager 运输经理Warehouse Ma nager 仓库经理Assista nt Store Man ager 商店经理助理Man ager(No n-Profit and Charities)非盈利性慈善机构管理外企中不少职位用英文简称，不妨熟悉一下公司各种领导职务的简称VP(Vice Preside nt)副总裁FVP(First Vice Preside nt)第一副总裁AVP(Assista nt Vice Preside nt)副总裁助理CEO(Chief Executive Officer)首席执行官COO(Chief Operatio ns Officer) 首席运营官CFO(Chief Financial Officer)首席财务官CIO(Chief In formation Officer) 首席信息官HRD(Huma n Resource Director) 人力资源总监OD(Operations Director)运营总监MD(Marketing Director)市场总监OM(Operations Manager)运作经理PM(Production Manager)生产经理(Product Manager)产品经理Acco un ti ng Assista nt 会计助理Acco unting Clerk 记帐员Acco un ti ng Man ager 会计部经理Accou nti ng Stall会计部职员Acco un ti ng Supervisor 会计主管Admi nistratio n Man ager 行政经理Admi nistratio n Staff 行政人员Admi ni strative Assista nt 行政助理Admi nistrative Clerk 行政办事员Advertis ing Staff 广告工作人员Airl ines Sales Represe ntative 航空公司定座员Airlines Staff航空公司职员Applicati on Engin eer 应用工程师Assista nt Man ager 副经理Bond An alyst 证券分析员Bond Trader 证券交易员Busi ness Con troller 业务主任Busi ness Man ager 业务经理Cashier出纳员Buyer采购员Chemical Engin eer 化学工程师Clerk/Receptio nist 职员/ 接待员Civil Engineer 土木工程师Clerk Typist & Secretary 文书打字兼秘书Computer Data In put Operator 计算机资料输入员Computer Engin eer 计算机工程师Computer Process ing Operator 计算机处理操作员Computer System Man ager 计算机系统部经理Copywriter广告文字撰稿人Deputy Ge neral Ma nager 副总经理Econo mic Research Assista nt 经济助究助理Engin eeri ng Tech ni cia n 工程技术员Export Sales Man ager 外销部经理En glish In structor/Teacher 英语教师Export Sales Staff 外销部职员F.X. (Foreign Excha nge)Clerk 外汇部职员Finan cial C on troller 财务主任F.X. Settleme nt Clerk 外汇部核算员Finan cial Reporter 财务报告人Gen eral Auditor 审计长Fund Ma nager财务经理Gen eral Man ager/ Preside nt 总经理Import Liais on Staff 进口联络员General Man ager Assista nt 总经理助理Import Ma nager 进口部经理Gen eral Man ager's Secretary 总经理秘书In sura nee Actuary 保险公司理赔员Hardware Engineer (计算机)硬件工程师Interpreter 口语翻译In ternatio nal Sales Staff 国际销售员Legal Adviser法律顾问Man ager for Public Relatio ns 公关部经理Line Supervisor 生产线主管Manu facturi ng Engin eer 希9造工程师Maintenance Engin eer 维修工程师Man ufacturi ng Worker 生产员工Man ageme nt Con sulta nt 管理顾问Market Developme nt Man ager 市场开发部经理Manager 经理Marketi ng Man ager 市场销售部经理Market An alyst 市场分析员Market ing Represe ntative 销售代表Marketing Staff 市场销售员Marketi ng Represe ntative Man ager 市场调研部经理Marketi ng Assista nt 销售助理Office Clerk 职员Marketi ng Executive 销售主管Operatio nal Man ager 业务经理Mecha ni cal Engineer 机械工程师Package Desig ner 包装设计师Mi ning Engin eer 采矿工程师Passe nger Reservati on Staff 乘客票位预订员Music Teacher音乐教师Perso nnel Clerk 人事部职员Naval Architect 造船工程师Perso nnel Ma nager 人事部经理Postal Clerk邮政人员Purchasi ng Age nt 采购（进货）员Private Secretary 私人秘书Quality Control En gi neer 质量管理工程师Product Man ager 生产部经理Real Estate Staff 房地产职员Producti on Engin eer 产品工程师Recruitme nt Co-ordi nator 招聘协调人Professio nal Staff 专业人员Regio nal Man ger 地区经理Programmer 电脑程序设计师Research & .Development Engineer 研究开发工程师Project Staff （项目）策划人员Restaura nt Man ager 饭店经理Promotio nal Man ager 推售部经理Sales and Pla nning Staff 销售计划员Proof-reader 校对员Securities Custody Clerk 保安人员Sales Assista nt 销售助理Senior Con sulta nt/Adviser 高级顾问Sales Clerk店员、售货员Service Ma nager 服务部经理Sales Engin eer销售工程师Simulta neous In terpreter 同声传译员Sales Executive 销售主管Software Engineer （计算机）软件工程师Sales Manager销售部经理Supervisor 监管员Salesperson 销售员Systems Adviser 系统顾问Seller Represe ntative 销售代表Systems Engin eer 系统工程师Sales Supervisor 销售监管Systems Operator 系统操作员School Registrar 学校注册主任Techni cal Editor 技术编辑Secretarial Assista nt 秘书助理Tech ni cal Tran slator 技术翻译Secretary 秘书Tech nical Worker 技术工人Security Officer 安全人员Telecom mun icatio n Executive 电讯（电信）员Senior Acco untant 高级会计Telepho nist / Operator 电话接线员、话务员Senior Employee 高级雇员Trade Finance Executive 贸易财务主管Tourist Guide 导游Tran slation Checker 翻译核对员Trai nee Man ager 培训部经理Wordprocessor Operator 银行高级职员Translator 翻译员Typist打字员公司英文标识总公司Head Office分公司Branch Office营业部Busin ess Office人事部Pers onnel Departme nt人力资源咅E Human Resources Department 总务部Gen eral Affairs Departme nt财务部Gen eral Acco unting Departme nt销售部Sales Departme nt促销部Sales Promoti on Departme nt国际部Intern ati onal Departme nt出口部Export Departme nt进口咅E Import Department公共关系Public Relations Department广告部Advertising Department 企戈U咅E Planning Department 产品开发咅 E Product Developme nt Departme nt 研发咅E Research and Development Department(R&D) 秘书室Secretarial Pool行政词汇：首席执行官Chief Executive Officer (CEO)部门经理Branch Manager市场行政总监Executive Marketi ng Director国际监管Controller(International)运营总监Director of Operations 进出口经理Import/Export Man ager 商店经理助理Assistant Store Manager 操作经理Operations Manager 房地产经理Property Man ager 首席运营官Chief Operati ons Officer ( CPO) 生产经理Production Manager 服务经理Service Manager产品经理Product Manager 项目经理Project Manager 总经理General Manager 区域经理Regi onal Man ager管理顾问Man ageme nt Con sulta nt仓库经理Warehouse Man ager运输经理Tran sportati on Man ager库存管理经理Inven tory Control Ma nager办公室经理Office Manager助理Staff Assistant办公室文员Ge neral Office Clerk接待员Receptionist订单输入文员order Entry Clerk副总裁Vice-Preside nt行政主管Administrative Director行政畐【J总裁Vice-Preside nt of Admi ni strati on行政助理Executive Assista nt行政秘书Executive Secretary票务代理Ticket Age nt保险协调员In sura nee Coord in ator档案管理员File Clerk市场与销售：销售副总裁Vice-Preside nt of Sales市场副总裁Vice-Preside nt of Marketi ng 高级客户经理Se nior Account Man ager销售主管Sales Administrator 地区销售经理Regio nal Sales Man ager 地区客户经理Regio nal Accou nt Man ager 房地产评估师Real Estate Appraiser 采购经理Merchandising Manager 市场顾问Marketing Consultant 市场助理Marketing Assistant 市场与销售总监Market ing and Sales Director 市场调查分析员Market Research An alyst 厂家代表Manufacturer's Representative 分公司权利总监Director of Subsidiary Rights 复查代表Callback Representative 客户管理助理Assistant Account Executive 广告经理Advertising Manager 广告协调员Advertis ing Coord in ator 广告助理Advertising Assistant 客户代表Account Representative 广告文撰写人Ad Copywriter(Direct Mail)批发采购员Wholesale Buyer 旅行代办员Travel Age nt电话销售总监Telemarketing Director 电话销售员Telemarketer 电话调查员Tele-I nterviewer销售员Salesperson销售代表Sales Representative销售经理Sales Manager 销售执行者Sales Executive销售助理Sales Assistant零售采购员Retail Buyer 房地产经理Real Estate Man ager 房地产经纪人Real Estate Broker采购代理Purchas ing Age nt产品开发Product Developer市场经理Market ing Man ager市场实习Marketi ng In tern市场总监Marketi ng Director保险代理人In sura nee Age nt客户经理Account Manager计算机行业：应用软件程序员Applicati ons Programmer电脑操作主管Computer Operati ons Supervisor电脑技术员Computer Tech ni cia n开发工程师Developmental Engineer信息服务主管Director of In formatio n Services信息分析Information Analyst局域网管理员LAN Admi ni strator网络管理经理Ma nager of Network Admi nistration产品支持经理Product Support Man ager承包商Subc on tractor (Programmi ng)电脑操作员Computer Operator硬件工程师Hardware Engin eer电脑部经理MIS Manager操作分析Operations Analyst 项目经理Project Manager 统计员Statistician 系统分析Systems Analyst糸统工程师Systems Engin eer系统程序员Systems Programmer技术工程师T Tech ni cal Engin eer技术:技术讲解员Tech ni cal Illustrator研究发展技术员Research and Developme nt Tech nician质量管理检查员Quality Con trol In spector质量检测技术员QA Test Tech nicia n 精密度检查员Precisio n In spector 技术支持专员Tech ni cal Support Specialist 工程技术员Engin eeri ng Tech nician电子设备维修员Electro nic Equipme nt Repairer 电信业顾问Telecom muni catio ns Con sulta nt 技术指导讲师Technical Instructor 建筑师Landscape Architect 测量员Surveyor 草图设计员Drafter房屋验收Building Inspector建筑师Architect广播技术员Broadcast Tech ni cia n工程词汇：希9造业工程师Manu facturi ng Engineer工程顾问Engineering Consultant环境工程师En vir onmen tal Engin eer设备工程师Facilities Engin eer工业工程师In dustrial Engin eer电子工程师Electro nics Engin eer电机工程师Electrical Engin eer机械工程师Mecha ni cal Engin eer石油工程师Petroleum Engin eer陶器工程师Ceramic Engin eer化学工程师Chemical Engin eer土木工程师Civil Engin eer电力工程师Electrical Engin eer施工工程师Field Engin eer航海工程师Marine Engin eer产品工程师Product Engin eer品管工程师Quality Con trol Engin eer助理工程师Assista nt Engin eer技术员Technician会计与财务：注册会计师Certified Public Acco untant首席财务官Chief Finan cial Officer （CFO）收款负责人Collectio ns Officer保险承销商In sura nee Un derwriter保险经济人In sura nee Broker银行事务管理员Ba nk Admi ni strator贷款管理员Loa n Admi ni strator管理会计Management Accountant抵抻保险员Mortgage Un derwriter工资经理Payroll Manager审计员Staff Auditor股票经纪人Stock Broker税务会计Tax Accountant税务检查员Tax In spector财务行政畐【J总裁Vice-Preside nt of Admi nistratio n and Finance 财务副总裁Vice-Preside nt of Finance贷款服务Loan Services财务计划员Finan cial Pla nner会计助理Accounting Assistant会计经理Accounting Manager会计文员Accounting Clerk高级会计Senior Accountant审计经理Audit Manager保险分析员Actuarial Analyst审计师Auditor初级会计Junior Accountant资金调拨Bank Treasurer票据文员Billing Clerk档案管理Bookkeeper 档案管理助理Bookkeep ing Clerk 预算分析Budget Analyst 信用分析Credit Analyst信用管理经理Credit Ma nager财务分析Finan cial An alyst财务顾问Finan cial Con sulta nt财务经理Finan cial Man ager银行出纳Ba nk Clerk出纳员Cashier法律词汇：警员Police Officer警官Police Sergeant首席检察官助理Assista nt Attorney General合同管理员Con tracts Man ager反贪调查员Ombudsman保安经理Security Man ager法律助理Legal Assista nt法律秘书Legal Secretary律师Attorney消防员Fire Fighter法律职员Law Clerk司法学生Law Student律师专职助手Paralegal法庭记者Court Reporter法律顾问Counselor传媒词汇：编辑助理Assistant Editor广播制作人Broadcast Producer编辑主任Editorial Director信息专员In formatio n Support Specialist执行编辑Man agi ng Editor制作编辑Product ion Editor公共关系Public Relatio ns公共关系助理Public Relatio ns Assista nt电台播音员Radio Announ cer广播节目总监Radio Program Director研讨会协调员Symposium Coordin ator电视导演Television Director电视制片人Television Producer电视制片工程师Televisi on Product ion Engineer节目部主任Program Director 节目协调人Program Coordinator 助理编辑Associate Editor 作家Author专栏作家Columnist文件编辑Copy Editor通讯记者Correspondent 编辑Editor活动策划Events Planner 新闻记者Journalist 校对Proofreader 广告员Publicist 记者Reporter 翻译员Translator 排字工人Typesetter 作者Writer艺术类词汇：服装设计师Fashion Designer电影摄制助理Film Production Assista nt画面设计师Graphic Designer装饰设计师In terior Desig ner制片协调员Production Coordi nator男演员/女演员Actor/Actress 艺术总监Art Director舞蹈教练Choreographer喜居演员Comedian舞蹈家Dancer摄影师Photographer视觉艺术家Visual Artist服务行业词汇：办案员Case Worker城市规划者Urban Planner临床医学家Therapist社会工作者Social Worker心理学家Psychologist客户服务经理Customer Service Man ager客户服务代表Customer Service Represe ntative健康俱乐部经理Health Club Man ager宾馆门房Hotel Concierge食品检查员Food In spector餐厅经理Restaura nt Ma nager空中服务员Flight Atte ndant厨师Chef美容师Cosmetologist饭店经理Hotel Manager 饭店职员Hotel Clerk发型师Hairstylist空中小姐Stewardess教育词汇：校长Principal夕卜语教师Foreign Language Teacher 第二外语教师ESL Teacher 图书管理员Libraria n大学教授College Professor助理教师Teacher Aide高级教师Head Teacher心理咨询教师School Psychologist体育教师Physical Education Teacher计算机教师Computer Teacher艺术教师Art Instructor案卷保管员Archivist家教/辅导教师Tutor教练员Coach讲师Instructor (Lecturer)助教Assistant医学词汇:医疗主任Clinical Director食疗技师Dietary Technician急诊技师Emergency Medical Technician健美师Fitness Instructor病历员Medical Records Clerk看护员Nursing Administrator职业疗法Occupational Therapist药学师Pharmacist药品技师Pharmacy Technician理疗师Physical Therapist助理医师Physician's Assistant有氧治疗师Respiratory Therapist 语言心理学家Speech Pathologist脊椎指压治疗者Chiropractor牙科助理Dental Assistant牙科医生Dentist牙科保健Dental Hygienist牙科技师Dental Technician整牙医生orthodontist家庭护理Home Health Aide实验技师Lab Technician护士Nurse看护助手Nursing Aide 护士长Nursing Supervisor 眼科医生Optician助理兽医Veterinary Assistant兽医Veterinarian精神病医师Psychiatrist外科医生Surgeon内科医生Physician儿科医生Pediatrician住院医师Reside nt Doctor中医师Herb Doctor助产士Accoucheur。
APICS资源主计划(英文版)(ppt 47页)
Source: Wallace, Tom F. Sales and Operations Planning, A How-To Guide, T.F. Wallace & Co. 1999.
Master Planning of Resources
Session 5 The Sales and Operations
Planning Process
Master Planning of Resources
Session 1: The Business Planning Process Session 2: Forecasting Demand Session 3: Demand Management and Customer
CAPACITY
RESOURCE PLANNING
M A N A G E M E N T
5-5
Visual
Organizations with Separate Plans
Backlog Plan
Financial Plan
Marketing Plan
Production Plan
Business Plan
Describe the steps in the sales and operations planning process Distinguish between the terms sales and operations planning and
production plan Identify the participants and the decision-makers in the sales and
英文简历范文资深市场营销管理人员
英文简历范文资深市场营销管理人员personal informationname?eric zougender: maledate of birth: 1971-6-20residency: shanghaiwork experience: >10 yearsaddress: gudai roadzip code: xx02mobile: 139*********home tel: 086-021-********email?********@msn.current salary: **********rmb /yearcareer objectivei have 10 years work experience in sales and at least 8 years experience in a managerial position in a fast-paced growth environment. i deeply understand the chinese market and realities. i have full of experience inmarketing?sales?distributor manager, and have strong leadership capabilities, able to manage a large sales team.i have strong work responsibility and can travel frequently.work experiencexx/03—present?hengtai consumables group shanghai henglian trade co.,ltdposition: sales center sales manager of centerresponsibility of?1. constitute the sales strategic and sales plan follow the pany’s strategic and policy, and achieve target sales goals.2. management the 28 distributors in the national, participate in the important sales project, exploit the important customer relationship and industry cooperation.3. constitute the sales management system and flow system, exploit the sales market, increase the market rate.4. manage sales team, distribute the sales task, enhance the capacity of mid-managers and the whole team.5. manage the sales budget and distribute the sales resource rationally.outstanding achievement?the total sale of this pany is 6.8 million in xx, and increased to 16.8million in total xx after i join this pany.xx/06—xx/12?shanghai brightdairyposition: regional sales managerresponsibility of?1. constitute the sales strategic and sales plan follow the pany’s strategic and achieve target sales goals.2. operation and management the whole wuxi filiale:aomplish the sales task and manage the distributors;constitute sales promotion plan and supervise performance?team recruit?training and evaluating?management the hr?admin?aount?sales?logistic?storage dept and so on.outstanding achievement?1. over 6million sales per month and 100million per year during my hold a post.2. the sales in the first quarter increased 44% after i join the pany, and i gained the especially premium twice by ceo.1995/12—2000/07?shanghai goodfoods panyposition: sales supervisorresponsibility of?1. manage the sales of “longfeng” freeze foods in 4 regionals: hongkou?uangpu?zhabei?yangpu.2. manage the most important 9 distributors.3. constitute sales promotion plan and supervise performance.4. manage the sales team of 10 sales people?outstanding achievement?the monthly sale over 3 million during my hold a post?education1992/06—1994/05?shanghai normal university business administration associatetraining1999/08—xx/06?bec1language skillsfluent both in oral and written english, chinese native speaker, shanghai dialect。
[党团建设]Chapter 5 Operations Planning and Control
![[党团建设]Chapter 5 Operations Planning and Control](https://img.taocdn.com/s3/m/3f41a17266ec102de2bd960590c69ec3d5bbdb34.png)
The engineer factors that concerns new products, modifications to existing products, or modifications to the production process
available resources to production requirements
Overview of Operations Planning and Control ------Inventory Planning and Control(Ⅲ)
Inventory Planning
Inventory planning determines the material requirements (components, parts, raw material, assemblies, supplies, etc.) necessary to satisfy the operations plan
The approved operations plan from operations planning.
Specifically, the operations plan must provide a timephased outline of the plant’s
activities in terms of production for the market
strikes, etc
Input Output
Long-range planning of plant expansion and
new facility acquisition
Sales and marketing plan
Sales and marketing plan1.Business goals and tasks:Coffee House "will be located in the vicinity of our university, opened it and sinks decorated with Chinese characteristics. Although there near the campus of Western fast food restaurants,, which will occupy a certain market share, but the coffee house will take customer's demand to the first place, carried WM services to meet the high School students and the surrounding residents in need of high-quality university cafe and have a stronger appeal. ourCoffee House will be the fastest speed to seize market share, to make up for the demand gaps and meet customer needs, has won high Profits. To achieve the desired goal, we will, after rigorous market research, expand the implementation of the marketing plan. Segment profit milestones completed.2.Target:First month goal: entering the market, low visibility, profitability is relatively low, plans to achieve sales of 15,000e, accounting for 5% of themarket share.The first half of the goal: a gradual increase in awareness, market share, reaching 20%, achieved sales of about 100,000 yuan.The first year's goal: After a year of effort. Improve customer loyalty, market share exceeded 30%, achieved sales of 250000yuan. But also a loss of control in 30,000 yuan less.The second-year goal: to enhance product innovation and business development, and strive to achieve more than 40% market share. Achieve goals have accurate market positioning, Combined with the actual market research, to develop the right marketing strategy, targeting markets, and actively establish a good brand image and reputation. Meanwhile, consumer psychology and behavioral responses were analyzed, the adjustment of product structure.3.Budget:Store Area: 70 square meters ,Shop rent: 10000e per year Furnishings and equipment: (1) Coffee (double)600e(2) Mill: 400e (3) trickling filter coffee machine: 300e range (4) Water Treatment Equipment (Filter out impurities in the water and the smell, the taste of coffee guarantee): 300e yuan (5) Personnel expenses: three employees, the monthly salary ofabout 800e per person. Annual total of 28,800e. Shop decoration and miscellaneous 10000e. Payment and liquidity: 10,000e. Total investment: 60,000e. ROI: Coffee margin was 30%. About 30 people per day, per capita consumption of around 30e. Monthly sales4.Sales strategy:When conducting marketing communications, we will strengthen the shop according to customers' preferences, features a wide range of quality characteristics and Western bilingual services, We aim to attract customers. Considering our target customers are concentrated - college students, in order to save costs, Expand the maximum publicity. In the media choice, we choose the most students take the school network ,Network publicity, so you can maximize the college students learn so that each store; in public relations We will sponsor school student groups to further promote the shop, restaurant and pull into the distance students; In addition, we will have space to store held three theme activities, We make a good image of a deeper and deeper into the classmates, forming a good reputation; at the same time, we will focus onthe establishment and spread of the restaurant brand. Our customers rate in order to ensure that we will implement specific promotional tools for different customer groups, in order to attract more customers and retain old customers. After the store brand is established, we will carry out a way of franchising to expand to other campuses.And also we need sales person who has this qualities :full of passion for working, energetic, passionate about life, not afraid difficulities, integrity and honesty. Team spirit and a certain coordination, strong sense of service. Ability to accept, agile, innovative spirit. Good communication skills5.Sales organizations:Manager : 1. Responsible for the coffee shop work, including the development of cafes annual, quarterly, monthly business plan, leading the staff to actively implement the tasks and operating indicators developed. 2. Analyze and report annual, quarterly and monthly operating conditions. 3. To promote the coffee shop products, to promote the coffeeshop business philosophy and culture. 4. responsible for the development and sale of promotion plan 5. Guests properly handle disputes, collect customer feedback. 6. Develop the assessment system for the shop. 7. Provide reasonable recommendations to superiors.Sales person: responsible for customer development, sales promotion, receive payment and so on.Sales agent:Agents should actively collect information in the industry, especially in the company's products and other brands of the market, timely Feedback market information, in order to facilitate the company corporate image and product publicity, further strengthening the sales network construction and management.Customer service: Responsible for product pre-sales, service, customer acceptance reply Complaints;We arrange daily working time is nine in the morning to 6 pm, and every morning 9: 15-9: 45, we will assign tasks to each of our employees and explain the day's goal.6.Control and feedback:Control : Every day we will organize some daily activities, such as selling regular meeting, debriefing conversation, follow-up observation and so on.we control our sales force team from these four points : work direction , promotion of process, process operations, working state .in staff meeting we will do commend advanced employees, warning emphasizes goals, gather information, discuss some solutions to the problem.The manager needs to be analyzed regularly from daily sales summary, in addition other staff should report some advice from customers , the manager needs to be recorded and report to the our company .We need to control the sale of each kind of coffee every day, profitability, and customer‘s feedback。
快捷短语 同步 -回复
快捷短语同步-回复1. Senior management met to discuss the company's progress and ensure everyone was on the same page.2. The team used project management software to keep everyone in sync with the latest updates.3. We scheduled a weekly sync-up meeting to catch up on any developments and address any concerns.4. The marketing team quickly synced their efforts to launch the new campaign.5. During the sales conference, we had a breakout session to sync up the different regions' strategies.6. The developers collaborated closely to keep their codebases in sync.7. The remote employees relied heavily on video calls and messaging apps to stay synced with the rest of the team.8. The finance department worked closely with HR to ensure employee records were in sync with the payroll system.9. The project manager regularly updated the Gantt chart to keep everyone in sync with the project timeline.10. We used cloud storage to sync and share files across different devices.11. The customer service team used a shared knowledge base tokeep their responses consistent and in sync.12. The manufacturing department coordinated with the logistics team to ensure the delivery schedules were in sync.13. The IT department implemented a system to automatically sync employee email accounts.14. The cross-functional team held a sync-up meeting to align their goals and objectives.15. The board of directors met quarterly to sync up on the company's performance and future plans.16. The design team synced their creative ideas before presenting to the client.17. The quality control team synced their testing procedures to ensure consistent product quality.18. The customer support team used a shared ticketing system to stay in sync with customer inquiries.19. The operations manager synchronized the production schedule with the supply chain to avoid delays.20. The remote teams used real-time collaboration tools to stay in sync with the in-office teams.。
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5-14
4. Pre-S&OP Meeting
Objectives
Make decisions regarding balancing supply and demand Resolve problems and differences—one set of recommendations Identify areas where agreement cannot be reached and propose alternative plans Develop scenarios for alternative plans to solve problems
5-10
The Monthly S&OP Process
5 Executive S&OP Meeting 4 Pre S&OP meeting 3 Supply planning 2 Demand planning
Single companywide plan Recommendations and Agenda for exec. S&OP Capacity constraints Second pass spreadsheets Management forecasts First pass spreadsheets Statistical forecasts Field sales worksheets
Master Planning of Resources, ver. 2.0 – December 2001
Visual
5-9
Sales and Operations Planning (S&OP)
Is a business process Keeps demand and supply in balance Is performed at the aggregate level Focuses on product volume, not mix Occurs on a monthly cycle Displays information in product units and financial numbers
Source: Wallace, Tom F. Sales and Operations Planning, A How-To Guide, T.F. Wallace & Co. 1999.
Master Planning of Resources, ver. 2.0 – December 2001
ng Phase
Operations staff review Step 2 information Review current operations plans for possible change If changes, then operations plans should be revised Validate revised operations plans using resource planning
Source: Wallace, Tom F. Sales and Operations Planning, A How-To Guide, T.F. Wallace & Co. 1999.
Master Planning of Resources, ver. 2.0 – December 2001
Visual
Source: Adapted from Wallace, Tom F. Sales and Operations Planning, A How-To Guide, T.F. Wallace & Co. 1999.
Visual
Organizations with Separate Plans
Backlog Financial Plan Plan Marketing Plan
Master Planning of Resources, ver. 2.0 – December 2001
Visual
5-2
Sales and Operations Planning
Business planning
Sales and Operations planning
Resource planning
An Integrated Companywide Plan
Master Planning of Resources, ver. 2.0 – December 2001
Visual
5-7
The Balancing Act
Demand Forecasts Actual Orders Production Orders Purchase Orders
Sales and Operations Planning
Financial Plan
Backlog Plan
Sales Plan
Engineering Plan
Business Plan
Production Plan
Marketing Plan
Human Resource Plan
Inventory Plan
Production Plan
CAPACITY
RESOURCE PLANNING
M A N A G E M & E D N E T M A N D
Master Scheduling Detailed Scheduling & Planning
5-5
M A N A G E M E N T
Master Planning of Resources, ver. 2.0 – December 2001
Visual
Source: Wallace, Tom F. Sales and Operations Planning, A How-To Guide, T.F. Wallace & Co. 1999.
Master Planning of Resources, ver. 2.0 – December 2001
5-12
2. Demand Planning Phase
Sales and marketing staff review Step 1 information Generate a new or updated existing forecast Forecast includes product families Forecast includes any product life-cycle changes for the time frame covered by planning horizon
Production Business Plan Plan
Inventory Plan
Sales Plan
Human Resource Plan
Engineering Plan
Master Planning of Resources, ver. 2.0 – December 2001
Visual
5-6
Master Planning of Resources
Session 5 The Sales and Operations Planning Process
Master Planning of Resources
Session 1: The Business Planning Process Session 2: Forecasting Demand Session 3: Demand Management and Customer Service Session 4: Distribution Planning Session 5: The Sales and Operations Planning Process Session 6: The Master Scheduling Process Session 7: Managing the Master Scheduling Process Session 8: Measuring Performance and Validating the Plan
Master Scheduling
Master Planning of Resources, ver. 2.0 – December 2001
Visual
5-3
Session 5 Objectives
Describe the sales and operations planning process and its relationship within master planning of resources Explain the role of volume and mix in the sales and operations planning process Describe the steps in the sales and operations planning process Distinguish between the terms sales and operations planning and production plan Identify the participants and the decision-makers in the sales and operations planning process Describe the inputs and outputs of the sales and operations planning process Identify and describe production strategies used in sales and operations planning Identify and briefly describe the steps in the resource planning process