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Enterprise Sales and Operations Planning: Synchronizing Demand, Supply and Resources for Peak Performance by Colleen Crum, George Palmatier

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SALES ANDOPERATIONSPLANNINGREVIEW MEETINGS

Nolan Drake strides confidently to the front of the room. He appears to be ten years younger than Ross. He is nearly six feet tall and lean. His manner is easy and gentle. Without any preliminaries, he asks the group to turn to page 34 in the notebook and look at the visual (Figure 19).

“You’ll remember this visual from this morning,” Nolan says. “I’m going to begin at the point labeled ‘start’ and work my way around the process.”

Nolan notes that the executive team has chosen for the company to be strategy and demand driven and has agreed upon an objective to meet or exceed customer expectations. ...

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