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One of its primary purposes is to establish production rates that will achieve management objective of maintaining, raising, or lowering inventories or backlogs, while usually attempting to keep the workforce relatively stable.
The S & OP process is typically carried out at product family level rather than individual product level as it is impractical for the management team to review product by product plans as there may be hundreds or even thousands of products the company may be supplying.
The companies with effective Sales and Operations Planning Process typically have well defined steps, responsibilities for each step and a monthly time table of when the various steps are expected to be completed. These system components support the development of a demand plan and an “unconstrained ? baseline forecast that are used as demand-side inputs to the S & OP process. These system components support the development of supply plans that are used as the supply-side inputs to the S & OP process. This system component supports information needed to be shared during cross-functional and executive S & OP meetings.
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Therefore, you need to devise a marketing strategy that will help you approach those leads in a proper manner. It must extend through a planning horizon sufficient to plan the labour, equipment, facilities, material, and finances required to accomplish the production plan.
Larry Lapide of the MIT Centre for Transportation and Logistics describe the process and related issues very well. These may include typical ERP, MRP II and DRP systems and perhaps constraint based scheduling systems.
This is an important step as it will give you a better idea of the types of customers who are most likely to buy your product.

This will help you to improve brand loyalty, build a good image and increase your customers’ satisfaction. Sales and marketing tend to think of families based on what the products are used for by their customers whereas manufacturing people tend to think of families which undergo similar manufacturing process. Basically each stage needs to be given importance, as ultimately it will have an impact on whether you manage to sell the product or not.
If you try to understand their needs and wishes, you are more likely to promote the product properly, and this will increase your chances of ultimately selling the product.

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