The Role of Sales and Marketing in Planning and Scheduling

Abstract

Effective planning and scheduling systems improve performance in every area of a company. Interfunctional communication and understanding must improve planning that involves joint plans, and schedules must be instituted. Sales and marketing are crucial to this process since they are the starting point with their forecasts and customer order demands. Sales and marketing's active participation in planning and scheduling creates a raised performance and a consensus‐based, trusting working relationship with all other functions.

Citation

Dougherty, J.R. and Gray, C. (1987), "The Role of Sales and Marketing in Planning and Scheduling", Industrial Management & Data Systems, Vol. 87 No. 7/8, pp. 20-24. https://doi.org/10.1108/eb057485