Risk Management in Sales Planning Based on the Counter Plans Mechanisms
DOI:
https://doi.org/10.14529/ctcr160412Keywords:
counter planning, incentives, costsAbstract
The paper describes a problem of improving efficiency of a production company through the introduction of a risk management system in the sales planning based on the counter plans mechanisms. The previous studies examined system of efficiency improvement based on the connected plans.
The paper considers unconnected plans of the managers, which, however, connected probabilities since additional provisions were introduced into an organizational system. To be precise, these provisions are functionally overlapping units with a variety of asks, namely procurement, assembly and the sale of the produce.
We present the description and the solution of the problem of optimal forecasting of procurement sales team with a limited stock of components taking into account a system of incentive mechanisms.
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