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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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DEMANDMANAGEMENTTECHNIQUES

“Assumptions is one of my favorite subjects,” Ross tells the group, “because the process for documenting assumptions and occurrences greatly influences forecast accuracy and the effectiveness of your demand management process.”

He explains that there are always underlying assumptions that are made whenever a plan is developed — whether it is the demand plan, the sales plan, the marketing plan, or even the supply plan. “However, at this point in time, we are going to focus on the assumptions of the demand plan,” Ross says.

He explains that discussion about assumptions (what is assumed will happen in the future) and ...

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