Competitive Improvement through Integrated Management of Sales and Operations

Several authors agree on the importance of integrating sales and operations (S & OP) when it comes to improving management organisations. Thus, relationship between S OP can be critical from a competitive point view, therefore strategic. However, most literature this topic focuses field repetitive manufacturing. Consequently, work aims enhance scarce related in organisations that produce make-to-order (MTO). The present study is an analysis cases two industrial companies managed according theory constraints. In both cases, was initially poor. Their approaches were mainly founded their experience intuition, as well simple data. development new approach, OP, has demonstrated potential advantages integrated management. As result, we have identified some aspects interest managerial perspective. Furthermore, consider findings relevant competitiveness kind organisation.