4/8/2020 AL-KHALID TANK

B2B Selling Strategy

Fakiha Nazir
Farah Munawar
Moiz Baig
Palwasha Sethi
Umer Farooq
Introduction:
Al Khalid is named after the 7th century Muslim commander. Commader Khalid bin Al-WALID

Al Khalid Tank is a main battle tank jointly Chief developed by Pakistan and China during the 1990s,
based on the Chinese Type 90-IIM tank. The original prototype was developed by China North
Industries Cooperation under the name MBT-2000, and Norinco also offered the tank for export. It
was trialled by the Peruvian Army for possible acquisition, but was not purchased due to financial
problems.

Al-Khalid was revealed on 17 July 1991, by the Prime Minister of Pakistan Mian Muhammad Nawaz
Shareef then  along with the then Pakistani Chief of Army Staff, Mirza Aslam Baig, in a ceremony held
at the Heavy Rebuild Factory(HRF) , Taxila. In his speech, the Prime Minister said that the completion
of the project was a big step towards self-reliance. The Army Chief said that for the first time in
history, not only had technology been transferred to Pakistan, but the design was also made by
Pakistani engineers themselves.

THE SELLING PROCESS

 1. PROSPECTING

Before planning a sale, we research to identify the people or companies who might be interested in our
product or services. This step is called prospecting, and it’s the foundational step for the rest of the sales
process. So here we research the target countries that are looking for tanks

2. PRE APPROACH

Before making a sales call, email or visit, it is important to do homework by researching customer and
planning what you are going to say. So we can pre approach our customers by sending invitations through
the ministers to our target countries.

3. APPROACH

This is where first impression is made. This is done by introducing yourself, explaining the purpose of
your call or visit, and establishing a rapport with prospect.  This usually involves introductions, making
small talk, asking warm-up questions, and generally explaining who we are and whom we represent.

 Premium approach: Presenting your potential client with a gift at the beginning of your
interaction
 Question approach: Asking a question to get the prospect interested
 Product approach: Giving the prospect a sample or a free trial to review and evaluate your
service

Here we will use the product approach.

4. PRESENTATION

Your research and preparation pays off during the presentation, when you propose your sales solution to
your prospect. We will give the presentation of our tank on six important questions including price,
quality, quantity, payment, delivery and CRM. Because our customers delight and interest is important in
our product.

5. Negotiations

After you’ve made your sales presentation, it’s natural for your customer to have some hesitations or
concerns, known as objections

Negotiation on the customers demand and we must know at what price our competitor is giving the
product

We look at objections as opportunities to further understand and respond to customers’ needs.

6. CLOSING THE DEAL

This is where you actually have to ask if the potential customer is willing to make the purchase. If your
customer has been convinced your product or service will meet their needs, you close the sale by agreeing
on the terms of the sale and finishing up the transaction.
We must know that our customer has done the deal of our tanks and what quantity they are demanding
and at what price and at what time because it is the most important step in selling process

7. FOLLOW UP

 Follow-up is an important part of assuring customer satisfaction, retaining customers and prospecting for
new customers.

We will be sending a thank you note, calling the customer to make sure the product was received in
satisfactory condition, or checking in to make sure a service has met the customer’s expectations.

We must give services after selling the product.

UNIQUE SELLING POINT & CORE COMPETENCIES

UNIQUE SELLING POINT:

The unit cost of Al Khalid Tank is 4.7 million to 5.8 million. The unique selling point of Al Khalid tank is
that it costs low s compared to other battle tanks in the world. As compared to Arjun which is a home
made tank of India which costs 7.2 million. This battle tank doesn’t carry an Autoloader which means that
they should have an operational team of 3 soldiers and 1 commander. While as compared to Al Khalid
Tank it has an autoloader which means that they have an operational team of 2 soldiers and 1 commander.

CORE COMPETENCIES:

Al Khalid tank has been exported to other countries including Royal Moroccan army, Bangladesh Army
etc as compared to arjun tank. It weighs only 26 tonns which is far less than other tanks. It takes only 1
minute to complete 8 rounds. It’s maximum speed is 72km/h. It’s Operational range is 310 miles.

COMPETITOR
Main competitor od Al Khalid tank is India's Arjun. Al-Khalid is a modified version of Chinese MBT-
2000. It is specially customized for Pakistan Army and under production by Heavy Industries Taxila
(HIT). It has an impressive firepower powered by 125mm smoothbore gun as main cannon while Arjun is
an Indian Main Battle Tank research and developed by Defense Research and Development Organization
(DRDO) with German assistance only for designing phase(MkI only). The MkIA variant is a massive
overhaul with several modifications over the base variant.

SELLING OPPORTUNITIES AND BARRIERS

 we need to identify new customers who will purchase our tank at the best price and understand
how shifting market patterns will condition future transactions.
 The ability to target prospects based on tank capacities, growth potential and market outlook is
crucial to success.
 Track the impact of near- and long-term market trends and changes in prices and availability on
Al-Khalid’s tank buys and your business
 Substantiate your sales strategy, qualify customers, and balance your buyers' viewpoints
with impartial expertise, market analysis and data
By doing some digging on research we recruit our potential buyers:

 Sri Lanka
 Saudi Arabia
 Bangladesh
The Pakistan Army has planned to sale its Al-Khalid I main battle tank (MBT) with increased defense
exports to USD 500 million. Brigadier Azhar Ghoudi has stated that talks are ongoing, but plans have not
been finalized yet. It has been stated that Sri Lanka, Saudi Arabia, and Bangladesh have expressed
interest in purchasing Heavy Industries Taxila's (HIT) Al-Khalid I MBT, developed with assistance from
China and Ukraine. Al-Khalid I MBT has a combat weight of 46 tons, combat range of 400 km, carries a
125 mm bore gun, thermal/night-vision sighting systems, and explosive reactive armor. The defense
minister of Nigeria and representatives from Sri Lanka are negotiating with the Pakistan Defense Export
Promotion Organization (DEPO) to acquire Al-Khalid I MBTs.

OPPORTUNITY TO SELL TANK TO SRI LANKA:

Pakistan’s main military supplies to Sri Lanka include mortar ammunition, radio sets, hand grenades,
naval ammunition and tanks.

The military links between Islamabad and Colombo worry New Delhi because this gives Pakistan access
to Sri Lankan defence establishments and intelligence that analysts here fear hurts Indian security
interests in the long run.

India mainly provides what it says are non-lethal military supplies to Sri Lanka. And while refusing it
offensive weapons, New Delhi has publicly expressed displeasure over Sri Lanka’s military purchases
from Pakistan and China.

OPPORTUNITY TO SELL TANK TO Bangladesh:

Throughout its existence, the Bangladesh Army has had to contend with severe shortages of weapons,
communications equipment, spare parts, and transport vehicles.

Barriers to sell AL-KHALID tank:

Khalid was send to several friendly countries for evaluation in hope of export orders but technical issues
kept cropping up even in those trials and none of the countries agreed to procure them and very few
instead opted for Chinese Norinco-made MBT-2000 (Type 90-II) model, upon which pride of the nation
Al-Khalid was based upon.