Demand Planning and Sales and Operations Planning

Programme Summary

Planning decisions improve when demand assumptions, supply constraints and financial consequences are examined together. This programme develops practical forecasting and cross functional planning skills for a repeatable sales and operations planning cycle. Participants analyse demand data, review capacity and inventory scenarios and prepare a decision pack that makes tradeoffs, exceptions and accountable actions clear.

Training Objectives

1 Connect demand forecasting with supply decisions; 2 Improve interpretation of demand patterns and uncertainty; 3 Develop structured cross functional planning reviews; 4 Support balanced inventory capacity and service tradeoffs; 5 Build actionable planning decisions and performance measures.

Learning Outcomes

1 Prepare a baseline demand forecast; 2 Evaluate forecast error and systematic bias; 3 Identify supply constraints and planning gaps; 4 Compare scenarios using service and cost; 5 Prepare a concise planning decision pack.

Target Audience

Demand Planners; Supply Planners; SOP Coordinators; Operations Managers; Commercial Planning Managers; Inventory Managers.

Target Industries

Consumer Goods; Food Manufacturing; Pharmaceutical Distribution; Industrial Manufacturing; Retail; Wholesale Distribution.

Course Contents

• Module 1 Planning Purpose and Horizons: Business strategy and planning decisions; Strategic tactical and operational horizons; Cross functional roles and responsibilities.
• Module 2 Demand Data Quality: Historical orders sales and lost demand; Promotions stockouts and exceptional events; Product hierarchies and aggregation choices.
• Module 3 Forecasting Fundamentals: Trend seasonality and demand variability; Moving averages and smoothing approaches; Forecast assumptions and method suitability.
• Module 4 Forecast Performance: Error measures and directional bias; Comparing forecasts at appropriate levels; Interpreting metrics with intermittent demand.
• Module 5 Demand Review: Commercial intelligence and assumption challenge; Consensus demand and documented adjustments; New products promotions and lifecycle effects.
• Module 6 Supply Review: Capacity materials and supplier constraints; Production inventory and subcontracting options; Lead times and feasible response windows.
• Module 7 Inventory and Service Tradeoffs: Service targets and buffer decisions; Working capital and obsolescence exposure; Shortage allocation and customer priorities.
• Module 8 Scenario Planning: Demand and supply sensitivity assumptions; Comparing cost service and risk; Contingencies and decision trigger points.
• Module 9 Financial Reconciliation: Revenue margin and cash implications; Consistency with budgets and business plans; Making gaps and tradeoffs visible.
• Module 10 Executive Planning Review: Decision agenda and exception summaries; Accountable choices and unresolved escalations; Approved plans and communication responsibilities.
• Module 11 Planning Governance: Calendar data ownership and preparation standards; Action tracking and performance review; Improving the planning process maturity.
• Module 12 Integrated Planning Workshop: Developing a baseline demand plan; Resolving a supplied capacity constraint; Presenting a balanced decision recommendation.

Assessment

• 60 single best answer questions, including applied scenarios; one mark per question.
• 90 minute invigilated digital examination with identity verification. Approved accessibility adjustments preserve the assessed competence.
• Supplied reference pack permitted; external internet and AI assistance prohibited.
• Individual applied assessment (45 minutes): Prepare a forecast and error analysis, compare two supply scenarios and present a decision pack showing service, inventory and financial tradeoffs.
• Assessment criteria: Accuracy and transparency of forecast analysis; Feasibility of demand and supply reconciliation; Clarity of assumptions tradeoffs and decisions.
• Pass each component separately: 45/60 written marks (75%) and at least 70% on the applied task.
• Individual results and feedback are provided. One reassessment may follow coaching under the published enrolment terms.

Certification

• Successful learners receive a TQCSI Arabia digital Certificate of Successful Completion.
• The certificate records the learner name, exact programme title, teaching hours, completion date and unique verification reference.
• Verified identity, full attendance and separate written and applied passes are required; all mandatory critical criteria must be met.
• Proposed issue target: within 30 calendar days of approved results and settlement of applicable fees.
• Records assessed demand and integrated planning skills; it does not confer a professional planning designation or guarantee forecast accuracy.
• Attendance confirmation may record completed hours for unsuccessful learners; it does not certify successful completion.

Programme Profile

Number of daysNumber of daysNumber of days

333

Total teaching hoursTotal teaching hoursTotal teaching hours

18 hours; breaks, pre course work and formal final assessments excluded.18 hours; breaks, pre course work and formal final assessments excluded.18 hours; breaks, pre course work and formal final assessments excluded.

Delegates allowedDelegates allowedDelegates allowed

Maximum 16 delegates.Maximum 16 delegates.Maximum 16 delegates.

Training prerequisitesTraining prerequisitesTraining prerequisites

Experience in sales operations, supply planning or inventory management is recommended. Basic spreadsheet calculations and interpretation of time series data are required.Experience in sales operations, supply planning or inventory management is recommended. Basic spreadsheet calculations and interpretation of time series data are required.Experience in sales operations, supply planning or inventory management is recommended. Basic spreadsheet calculations and interpretation of time series data are required.

Pre course assignment and assessmentPre course assignment and assessmentPre course assignment and assessment

Inspect a 30 minute demand dataset and identify seasonality, unusual orders and missing information.Inspect a 30 minute demand dataset and identify seasonality, unusual orders and missing information.Inspect a 30 minute demand dataset and identify seasonality, unusual orders and missing information.

End of course assessmentEnd of course assessmentEnd of course assessment

60 question written exam (90 minutes) and individual applied task (45 minutes).60 question written exam (90 minutes) and individual applied task (45 minutes).60 question written exam (90 minutes) and individual applied task (45 minutes).

Passing criteriaPassing criteriaPassing criteria

75% written and 70% applied, passed separately; full attendance.75% written and 70% applied, passed separately; full attendance.75% written and 70% applied, passed separately; full attendance.