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Technical Vocational Livelihood - HE
FOOD AND BEVERAGE SERVICES NCII
Quarter 3: Module 2
UNDERTAKE SUGGESTIVE SELLING
TLE_HEFBS9- 1 2PP-IIIb-2
Technical Vocational Livelihood - 11
Alternative Delivery Mode
Quarter 3 - Module 2: Undertake Suggestive Selling
First Edition, 2020

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represent nor claim ownership over them.

Published by the Department of Education - Region III

Secretary : Leonor M Briones
Undersecretary : Analyn M. Sevilla
Assistant Secretary : Alberto T. Escobarte

Development Team of the Module

Author : Connie S. Juliata
Language Reviewer : Petronila T. Dela Torre
Content Editor : Sheryl Reyes Fulgencio
Illustrator : Connie S. Juliata
Layout Artist : Connie S. Juliata

Management Team
Gregorio C. Quinto Jr. EdD
Chief, Curriculum Implementation Division

Rainelda M. Blanco, PhD

Education Program Supervisor - LRMDS

Agnes R. Bernardo, PhD

EPS-Division ADM Coordinator

Joel I. Vasallo, PhD

EPS – EPP/TLE/TVE/TVL

Glenda S. Constantino
Project Development Officer II

Joannarie C. Gracia
Librarian II

Department of Education, Schools Division of Bulacan

Curriculum Implementation Division
Learning Resource Management and Development System (LRMDS)
Capitol Compound, Guinhawa St., City of Malolos, Bulacan
Technical – Vocational Livelihood – Home Economics Grade 11
Supplementary Learning Resource
 11

Technical Vocational Livelihood - HE

Quarter 3 – Module 2
Undertake Suggestive Selling
TLE_HEFBS9- 12PP-IIIb-2
 Table of Contents

Page
COVER PAGE
COPYRIGHT PAGE
TITLE PAGE

INTRODUCTORY MESSAGE
TABLE OF CONTENTS
Lesson 2. Undertake Suggestive Selling
What I Need to Know 3
What I Know 3
What’s In 4
What’s New 4
What Is It 4-8
What’s More 8-9
What I Have Learned 9
What I Can Do 9-10
Assessment 11
Answer key 12
References 13
 Introductory Message
For the Facilitator
Welcome to the TVL-HE 11 Project CAP-LRE Supplementary Learning Resource on
Undertake Suggestive Selling.
This module was collaboratively designed, developed and reviewed by educators from
public institutions to assist you, the teacher or facilitator, in helping the learners meet the
standards set by the K to 12 Curriculum while overcoming their personal, social, and
economic constraint in schooling.
This learning resource hopes to engage the learners into guided and independent
learning activities at their own pace and time. Furthermore, this also aims to help learners
acquire the needed 21st century skills while taking into consideration their needs and
circumstances.
In addition to the material in the main text, you will also see this box in the body of the
module:

Notes to the Teacher

This contains helpful tips or strategies that

will help you in guiding the learners.

As a facilitator, you are expected to orient the learners on how to use this module. You
also need to keep track of the learners’ progress while allowing them to manage their
own learning. Furthermore, you are expected to encourage and assist the learners as
they do the tasks included in the module.
For the learner:
Welcome to the TVL- HE 11 Project CAP-LRE Supplementary Learning Resource on
Undertake Suggestive Selling.
This module was designed to provide you with fun and meaningful opportunities for
guided and independent learning at your own pace and time. You will be enabled to
process the contents of the learning resource while being an active learner.
This module has the following parts and corresponding icons:

This will give you an idea of the skills or competencies

What I Need to Know you are expected to learn in the module.

This part includes an activity that aims to check what you

What I Know
already know about the lesson to take. If you get all the
answers correct (100%), you may decide to skip this
module.

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 This is a brief drill or review to help you link the current
What’s In lesson with the previous one.

In this portion, the new lesson will be introduced to you in

What’s New
various ways; a story, a song, a poem, a problem opener,
an activity or a situation.
This section provides a brief discussion of the lesson. This
What is It aims to help you discover and understand new concepts
and skills.
This comprises activities for independent practice to solidify
your understanding and skills of the topic. You may check
What’s More the answers to the exercises using the Answer Key at the
end of the module.
This includes questions or blank sentence/paragraph to be
What I Have Learned filled into process what you learned from the lesson.

This section provides an activity which will help you

What I Can Do transfer your new knowledge or skill into real life situations
or concerns.
This is a task which aims to evaluate your level of mastery
Assessment in achieving the learning competency.

In this portion, another activity will be given to you to enrich

Additional Activities your knowledge or skill of the lesson learned.

Answer Key This contains answers to all activities in the module.

At the end of this module you will also find:

References: This is a list of all sources used in developing this module.
The following are some reminders in using this module:
1. Use the module with care. Do not put unnecessary mark/s on any part of the module.
Use a separate sheet of paper in answering the exercises.
2. Don’t forget to answer What I Know before moving on to the other activities included
in the module.
3. Read the instruction carefully before doing each task.
4. Observe honesty and integrity in doing the tasks and checking your answers.
5. Finish the task at hand before proceeding to the next.
6. Return this module to your teacher/facilitator once you are through with it.
If you encounter any difficulty in answering the tasks in this module, do not hesitate to consult
your teacher or facilitator. Always bear in mind that you are not alone.
We hope that through this material, you will experience meaningful learning and gain deep
understanding of the relevant competencies. You can do it!

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 What I Need to Know

OBJECTIVES

This module encourages you to be familiar in promoting food and beverage

products. Various activities are provided for you to meet the target skills.

At the end of this learning module the students should be able to:

• provide information with clear explanations and descriptions about the food
items;
• offer items on specials or promos to assist guests with food and beverage
selections;
• suggest/recommend name of specific menu items to guests to help them make
the choice and know what they want.
• appreciate the importance of suggestive selling in promoting food and beverage
products.

What I Know

True or False
Directions: Read each statement carefully. Write T if the statement is correct and F if the
statement is incorrect. Write your answer in your answer sheet.

______ 1. The food server not only serves food to the guest, suggestive selling is also his job.
______ 2. If the guests ask questions about the food item in the menu, the server should be
ready to assist them professionally and with sincerity.
______ 3. It is not necessary for you as a server to memorize all the ingredients in the menu it’s
just a waste of time to enumerate.
______ 4. In answering the guest question about the menu, the server may suggest or
recommend.
______ 5. Items on specials or promos are already advertised outside the restaurant, so there
is no need for the server to offer it to the guests.
______ 6. Offering specials is a great way to engage with customers and help improve sales.
______ 7. You can make suggestions of food items if the guest is undecided with their orders.
______ 8. If the guest’s order is not in the menu, offer them a specific menu that are most likely
relative to their original order.
______ 9. One of the importance of suggestive selling is to increase the sales of the restaurant.
______ 10. “You may want to avail our delicious Christmas specials which are 10% off plus with
free dessert?” is an example of offering specials or promos to guest.

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 What’s In

Direction: Complete the sentence by supplying the exact word or group of words.

To provide a better service to the guest, as a server, you must possess the
________________ on food and beverages. You should be familiar of all the _______ and
its ______________. Knowing all of these makes you __________ of giving meal
suggestions and or recommendations to the guest. This strategy was being practiced by the
food and beverage industry to consistently _________ the needs and wants of every guest
served.

What’s New

Directions: Answer the question below. You will be graded based on the scoring rubrics below.

If the food item is unfamiliar to the guest or customer, as a server what will you do?
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
______________________________________________________________________.

Scoring Rubrics
A = 5 pts. B = 4 pts. C = 3pts. D = 2pts. E = 1pt.
Answers the Answers the Addresses the Does not Does not
specific central specific central specific central directly answer answer the
question that was question asked, question asked the specific specific central
asked but does not in part, but does central question question in any
address all not relate asked way
required directly to the
elements question or does
not address all
required
elements

What is It

Have you ever gone to a restaurant and did not like the dish you ordered and wished
there is someone who would have told you what to order? Or did you know someone who knows
best about the food and beverage in a restaurant? It’s YOU! Did you know that some customers
or guests who enters in a restaurant do not know what to order? Especially those who have been
to your restaurant for the first time and are not yet familiar with the items on the menu. So, they
would probably ask the server to assist them in their selection and as a server, you must give
them a clear explanations and descriptions on all the food items in the menu. In doing this, you
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need to familiarize yourself with the menus so that you will be able to provide with them excellent
answers with poise and assurance. Names of food items in the menu must be pronounced
properly including those with foreign names. You should also memorize the ingredients for each
menu, its method of cooking, portion size, the sauces and accompaniments and even the
replacements.

In providing information or answering guest’s question about the menu, a server has two
options. A server may suggest or the other one is to recommend. What could be the best option
among the two? Suggestions are safe while recommendations are risky. This is according to the
Culinary Institute of America (2005). The following conversation will help you understand the
difference between the two.

1.

Guest: What available side dishes do you offer that would complement with the steak?

Server: Well, we have here baked buttered potato, cheesy butternut squash, and sautéed
mixed veggies.

2.

Guest: What available side dishes do you offer that would complement with the steak?

Server: Well, baked buttered potato is our best seller. It is sprinkled with special Italian herbs
that will perfectly complement with your steak.

In the first conversation the server made a suggestion while the second one is an example
of recommendation. When we say suggestion, that means you are answering the guest’s
question with information while recommendation is answering the guest’s question with an
opinion. Remember that suggestions are safe to use while recommendations are a little risky.

As food server, one of the skills you must possess is suggestive selling. Suggestive
selling is an important selling technique wherein the establishment may have a bigger chance to
increase sales and at the same time provide the best dining experience to customers or guest
served. It is an act of offering suggestion and ideas to the guest in addition to their original orders
that they may want to avail that complements to their original food orders.

Suggestive Selling Techniques

The server should be careful not to become too aggressive when making suggestions
and or recommendations. You should give time for the customer to decide what to order. If
possible, you can make suggestions of food items on every section in the menu. Use open-ended
question such as “What do you like for dessert?” rather than asking closed-ended question like
“Would you like to order a dessert?”.
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Suggestive Selling Tips
• Get to the table before guest look at the menu
• Be ready for some questions asked from the guest or customer, make sure that you know the
standard price of all food items in the menu.
• When the guests are selecting food from the menu, do not interrupt them.
An interruption might create an element of doubt in the guest mind that you merely suggesting
items only to increase sales and that you really have no concern on the guest needs.
• Know when to make suggestions to the guest. You can make suggestions of food items if the
guest is undecided with their orders. Take some action to suggest signature food or beverage
items.
• Learn to read customers body language and make suggestions accordingly. If one of your
customer seems indecisive or hesitant on what to order, jump in and describe your favorite
menu items. While your taste may not be the same as the guest’s taste, it is appropriate to
mention two or three menu items that you do enjoy and you can even say why you like them.
• Understand the guest needs.
Respect needs of the guest base on their beliefs, suggest some type of food that suits their
needs and preferences.
• Use descriptive words while explaining the dishes; adjectives like delicious, freshly prepared,
home-made, perfectly spiced, refreshing etc. that will make the dish more tempting and
appetizing.
• Always wear your smile.
Your smile opens the door, speak with openness as a service person and be approachable.
Remember that customers enter the restaurants to enjoy and don’t want to see depressed or
annoying faces around them.
• Be price - sensitive.
Suggest food items that suits on their budget, like if the guest wants to have food with beverage
on package and prefer to order a range of Php 400 - Php 500, do not suggest over the amount.
Remember that people love to save.
• Suggest according to the season and ambiance or location of the restaurant
• Make sure when having a suggestion, the guest will feel satisfied particularly with the service
and your sincere desire to help them in their selection.

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The following are some examples of suggestive selling which you can practice:

• When the guest orders a burger or a chips and dip, you may ask, “Which one do you prefer to
drink: a tea, fruit juices, coffee or milk?” this will encourage the guests to add a drink in their
order.

• When the guest chose to order a grilled food, you should specify the required cooking time for
the food to be cooked. You may return to the table and ask if the guest would like an
appetizer or soup while waiting.

• When an a la carte meat dish has been served to the guest, you may return to the table and
present again the menu and ask if the guest would like to have a dessert or fruits if the customer
refuses dessert.

• If the guest wants a dessert, server may add on coffee or some other drinks that complements
with the dessert.

To encourage guests to take your suggestions and or recommendations, you should have
that appropriate attitude, speaks with confidence, and dressed properly. You must reassure also
to make the guest feel that you are there much more than willing to assist and to please them
and provide with them the information they need in their food selection based on their needs and
wants. This will make them emotionally comfortable at the table.

Offer items on specials or promos to assist guests with food and beverage selections

Most of the guests or customers appreciate it when the food server tells them about
specialties or new menu items for which the restaurant maybe known for. A server may offer
the chef’s specialty for the day. For example, a customer prefers to order a dish made from
beef, a server may say, “You may want to try our chef’s specialty of the day which is the
Classic Roast Beef sprinkled with special Italian herbs. This dish is rarely prepared because
some of the ingredients are not always available in the market”. Offering specials is a great
way to engage with customers, help improve sales, keep up with restaurant industry trends
and offers a chance for the chef’s to be more creative and may help the restaurant to be
recognized.

Offering food items for special occasions like holidays such as Valentine’s Day,
Mother’s Day, Father’s Day, or during the Christmas and New Year’s season, is considered
as a good marketing strategy for the restaurants as people are most likely enjoying a fine
meal that creates a memorable occasion. Most of the restaurants offers special food items
or menu that could be suggested to the customers for these special occasions. Examples of
these are a package Christmas dinner specials composed of Christmas pudding, baked
mashed potatoes designed like a Christmas tree, honey glazed ham, chocolate dipped chips
with festive sprinkles, lamb meatballs with curry sauce and a Christmas snowstorm
margaritas.

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 Offering promos is also another way to attract more customers that will most likely
enters your restaurant. For example, a 10% off during the holiday season.

Guest are open for suggestions because…

1. It saves time.
2. Saves money.
3. Saves effort.
4. Allows the guest or customers to get experiment on new products

What’s More

Independent Assessment 1

Directions: Fill-in the blanks. Unscramble the letter to get the correct answer. Write your answer
in your answer sheet.

1. As a food server, one of the skills you must possess is __________________

(ITUGSGEVES ELGLINS).
2. According to the Culinary Institute of America (2005), in answering guest question,
__________________ (GSGUESTNIO) is much safer than recommendation.
3. __________________ (TIUGEVESGS GELINSL) is an important selling technique
wherein the establishment may have a bigger chance to increase sales and at the same time
provide customers satisfaction.
4. The server should be careful not be become __________________ (OTO RGIVGAESSE)
when making suggestions and or recommendations.
5. You can make suggestions of food items if the guest is __________________ (UDNEDECID)
with their orders.
6. Learn to __________________ (DEAR) customers body language and make suggestions
accordingly.
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7. __________________ (NUERDASNDT) the guest needs.
8. Always wear your __________________ (ISLME).
9. To encourage guests to take your suggestions and or recommendations, you should have that
appropriate attitude, properly dressed and speak with __________________. (CINCOFENDE)
10. A server must reassure to make the guest feel that they are there willing to
__________________ (STSASI) them.

Independent Assessment 2

Directions: identify whether the following statements are SUGGESTION or

RECOMMENDATION. Write S if the statement is a suggestion and R if it is recommendation.
Write your answer in your answer sheet.

_____________ 1. Your white pasta is best paired with our natural house – blend lemon tea with
cucumber.
_____________ 2. Our sinigang sa miso is the best.
_____________ 3. Our specials for today are beef broccoli with a twist.
_____________ 4. Your kids would love our fresh fruit juices with all flavors available.
_____________ 5. Our chef’s specialty of the day is Higado de Bicolano.
_____________ 6. You may try our best sellers of the month which is the Classic Roast Beef
sprinkled with special Italian herbs.
_____________ 7. We have here all – natural rotisserie chicken that is juicy and perfectly spiced.
_____________ 8. I love our zucchini noodles that has 90 percent fewer carbs and calories.
_____________ 9. The available soup for today are creamy French onion soup, gourmet soup
and carrot soup.
_____________ 10. Our list of entrées includes chicken shrimp stir fry, tender sirloin, buttered
garlic barbecue and buttered garlic chicken.

Independent Assessment 3

Activity
Directions: Using the sample menu which you have created in our previous lesson, record
yourself (video recording) reading all the menus listed with correct pronunciation and provide a
clear explanation in describing at least two of the food items from your list. In the absence of
cellphone, write instead in a yellow paper or short bond paper.

Scoring Rubrics
Criteria
Pronounced correctly the names
of all the food items in the menu
Describe and explain clearly the
two food items in the menu list
10pts. 7pts. 4pts.
Pronounced correctly all Pronounced correctly Most of the names of
the names of food items in the names of selected food items in the
the menu. food items in the menu. menu are pronounced
incorrectly.
Description and Describe and explain Described but did not
explanation of the two only one food items in explain any of the two
menus were given. the menu list. food items in the
menu.

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 What I Have Learned

Directions: Complete the sentence by filling in the missing word/s in the blank. Write your
answer in your answer sheet.

1. 1. As food server, you are not just serving foods, it is also your job
2. to do the ____________.
2.If the guest is a first timer to the restaurant, a server should _
___________ them in their food selection.
3-4. In answering the guest’s questions about the menu, a server
has two options. A server may ____________ or ____________.
5. Use ____________ words when explaining the dishes.
6-9. Guest are open for suggestions because ____________,
____________, ____________, ____________.
10. Names of food items in the menu must be ____________ properly
including those with foreign names.

What Can I Do

Directions: Role play the correct ways of undertaking suggestive selling. Record yourself while
doing the activity and send it to your teacher via messenger (PM sent). In the absence of
cellphone, you may draw instead. Your performance will be rated using the scoring rubrics below.

Situation:

You are very efficient receptionist of Gooda Mooda Hotel & Restaurant. Your friend Lyka who
do the selling to customers was assigned as waitress in the same restaurant and asked you
to replace her in doing her task the next morning because she has to attend to her father who
is sick. You know that one of the tasks of a waitress is to make suggestive selling of food and
beverage items to the customer. How are you going to do it effectively? (apply the suggestive
selling tips)

Scoring Rubrics
Criteria Very Good (10pts.) Good (7pts.) Poor (5pts.)
Information about the Demonstrate the Demonstrate the Lack of information
food item provided correct ways of correct ways of about the food items
providing providing information
information on all on some food items
the food items
Items on special or Offered items on Offered only 1 item Did not offer any
promos are offered to specials or promos on specials or items on specials or
assist guest with food and assist guest promos while promos while
and beverage selection with food and assisting guest with assisting guest with
beverage selection
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 food and beverage food and beverage
selection selection
Name specific menu Suggested specific Suggested only one Did not suggest a
items suggested to names of menu specific name of specific menu items
guest items to the guest menu items to the to the guest
guest
Description words are Uses description Uses description Uses a few
used while explaining words that are words that are description words but
the dishes to make it tempting and appetizing but not are not tempting and
more tempting and appetizing while tempting while appetizing in
appetizing explaining the explaining the dishes explaining the dishes
dishes to the guest to the guest to the guest

TOTAL

Assessment
Directions: Identify the missing word from each statement. Choose the appropriate word from
the list in the box. Write your answer in your answer sheet.

suggestive selling confidence

suggestion assist
smile undecided
too aggressive understand
read recommendation

1. As a food server, one of the skills you must possess is __________________.

2. According to the Culinary Institute of America (2005), in answering guest question,
__________________ is much safer than recommendation.
3. __________________ is an important selling technique.
wherein the establishment may have a bigger chance to increase sales and at the same time
provide customers satisfaction.
4. The server should be careful not to become too __________________when making
suggestions and or recommendations.
5. You can make suggestions of food items if the guest is __________________ with their orders.
6. Learn to__________________ customers body language and make suggestions accordingly.
7. __________________ the guest needs.
8. Always wear your __________________.
9. To encourage guests to take your suggestions and or recommendations, you should have that
appropriate attitude, dress and __________________.
10. A server must reassure to make the guest feel that they are there willing to
__________________ them.

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WHAT I HAVE LEARNED
1. suggestive selling
2. assist
ASSESSMENT
3. suggest
1. suggestive selling 6. understand
4. recommend
2. suggestion 7. read
5. descriptive
3. suggestive selling 8. smile
6. It saves time.
4. too aggressive 9. confidence
7. Saves money.
5. undecided 10. assist
8. Saves effort.
9. Allows the guest or customers to get
experiment on new products.
10. pronounced
INDEPENDENT
ASSESSMENT 3 INDEPENDENT
INDEPENDENT ASSEESSMENT 1
1. F ASSEESSMENT 2
1. suggestive selling
2. F 1. R
2. suggestion
3. T 2. R
3. suggestive selling
4. T 3. R
4. too aggressive
5. T 4. R
5. undecided
6. T 5. R
6. understand
7. T 6. S
7. read
8. T 7. S
8. smile
9. F 8. R
9. confidence
10. F 9. S
10. assist
10. S
WHAT’S NEW
Refer to scoring rubrics on page 4.
WHAT I KNOW
1. T
WHAT’S IN 2. T
To provide a better service to the guest, as a server, you must possess the 3. F
basic knowledge on food and beverages. You should be familiar of all the 4. T
menus and its ingredients. Knowing all of these makes you confident of giving 5. F
meal suggestions and or recommendations to the guest. This strategy was 6. T
being practiced by the food and beverage industry to consistently satisfy the 7. T
needs and wants of every guest served. 8. T
9. T
10. T
Answer Key
References :

Arcos, Cristeta M., Flores, Jelly M., and Yu, Evangeline V. Food and Beverage Services
Manual: Technical-Vocational-Livelihood- Home Economics First Edition – Department
of Education – Bureau of Learning Resources. Pasig City, Philippines: Sunshine
Interlinks Publishing House, Inc 2017.

https://yourbusiness.azcentral.com/suggestive-selling-techniques-restaurants-
7157.html

https://www.slideshare.net/mobile/bhavna123/suggestive-selling-in-the-restaurants-
presentation

https://www.scribd.com/document/435592810/Suggestive-selling

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 For inquiries or feedback, please write or call:
Department of Education
Schools Division of Bulacan
Curriculum and Implementation Division
Learning Resource Management and Development System
(LRMDS)
Capitol Compound, Guinhawa St., City of Malolos, Bulacan
Email Address: lrmdsbulacan@deped.gov.ph

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