Dr. h. c. Antonio Roberto Cortes

Questioner
DISC Type : c

Presidente e CEO at Volkswagen Caminhões e Ônibus

São Paulo, São Paulo, Brazil

Overview

Dr. has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Dr. has no verified topics they care about

Media Appearances

Dr. has no verified media appearances

Work History

1-2000
Presidente e CEO at Volkswagen Caminhões e Ônibus
2009 - 2021
Membro do Board MAN SE at Volkswagen Caminhões e Ônibus
2015 - 2018
Membro da VW Truck & Bus at Volkswagen Caminhões e Ônibus
2012 - 2015
Membro da VWKN at Volkswagen Caminhões e Ônibus
2000 - 2009
Membro da VWN at Volkswagen Caminhões e Ônibus

Education

11-1996
Programa de Gestão Avançada from INSEAD
8-1979
Pós-graduação Lato Sensu - Especialização from Centro Universitário do Instituto Mauá de Tecnologia
4-1979
Bacharelado from Universidade Presbiteriana Mackenzie
Doutor Honoris Causa from Centro Universitário Dom Bosco do Rio de Janeiro

More Information

Social Presence :

Prographics :

Exp : 57 Location : São Paulo, São Paulo, Brazil Job Level : Leadership Designation : Presidente e CEO at Volkswagen Caminhões e Ônibus
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Insights For Selling To Dr. h. c. Antonio Roberto

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dr. h. c. Antonio Roberto is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Dr. h. c. Antonio Roberto

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Dr. h. c. Antonio Roberto move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Dr. h. c. Antonio Roberto take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Dr. h. c. Antonio Roberto

Personality Compatibility


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