Technical and

Vocational Education (TVE)

Quarter 2-Module 1
Food and Beverage Services
Technical and Vocational Education
FOOD and BEVERAGE SERVICES
Alternative Delivery Mode
Quarter 2 – Module 1: PROMOTE FOOD AND BEVERAGE PRODUCTS
First Edition, 2020

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Published by the Department of Education

Secretary : Leonor Magtolis Briones

Undersecretary : Diosdado M. San Antonio

Development Team of the Module

Author : Jevelene A. Policarpio

Language Reviewer:
Content Editor : Rowena V. Medida
Illustrator :
Layout Artist :

Management Team:

Gregorio C. Quinto, Jr., EdD

Chief, Curriculum Implementation Division

Rainelda M. Blanco, PhD

Education Program Supervisor - LRMDS

Joel I. Vasallo, PhD

EPS – Technology and Livelihood Education

Agnes R. Bernardo, PhD

EPS-Division ADM Coordinator

Glenda S. Constantino
Project Development Officer II

Joannarie C. Garcia
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
Email address: lrmdsbulacan@deped.gov.ph
 Technical and
Vocational Education
Quarter 2 - Module 1
Food and Beverage Services
 Introductory Message

For the Facilitator:

Welcome to the Technical and Vocational Education Project CAP-LRE

Alternative Delivery Mode (ADM) Module on Food and Beverage Services
Quarter 2- Module 1

This module was collaboratively designed, developed and reviewed by

educators both from public and private 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 constraints 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 the learners as they do the tasks included in the module.

For the Learner:

Welcome to the Technical and Vocational Education Project CAP-LRE

Alternative Delivery Mode (ADM) Module on Food and Beverage Services
Quarter 2, Module 1: Promote Food and Beverage Products.

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 you are expected
to learn in the module.
This part includes an activity that
aims to check what you already
know about the lesson to take. If you
get all the answers correctly (100%),
you may decide to skip this module.
This is a brief drill or review to help you
link the current lesson with the
previous one.
In this portion, the new lesson will be
introduced to you in 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 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 the answers to the
exercises using the Answer Key at the
end of the module.
This includes questions or blank
sentence/paragraph to be filled in to
process what you learned from the
lesson.
This section provides an activity
which will help you transfer your new
knowledge or skill into real life
situations or concerns.
This is a task which aims to evaluate
your level of mastery in achieving the
learning competency.
In this portion, another activity will be
given to you to enrich your
knowledge or skill of the lesson
learned.
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 thismodule.

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!
 Table of Contents

COVER PAGE
COPYRIGHT PAGE
TITLE PAGE
TABLE OF CONTENTS
Lesson 1- Types and Characteristics of A Menu
What I need to know 1
What I know 1
What‟s In 3
What‟s New 3
What is it? 4
What‟s more 8
What I have learned 8
What I can Do 9
Assessment 9
Additional Activities 11
Lesson 2- Undertake Suggestive Selling

What I need to know 12

What I know 12
What‟s In 14
What‟s New 14
What is it? 15
What‟s more 22
What I have learned 23
What I can Do 23
Assessment 24
Additional Activities 26
Answer Key 28
References 29
Lesson 1: TYPES AND CHARACTERISTICS OF A MENU

This module aims to provide learners with an understanding of promoting

services and products in the food and beverage sector. Learners need to
understand the different factors that impact service as well as the importance of
and how to provide a positive meal experience for different types of services.
This will help you to achieve the required competency in promoting food and
beverage service to guests. Furthermore, this will aid the learner ion acquiring the
competency at his or her own pace independently.
At the end of this module, you are expected to:
1. Master the names and pronunciation of the dishes in the menu;
2. Memorize ingredients of the dishes in the menu;
3. Know the sauces and accompaniments and,
4. Study the description of every item in the menu.

Multiple Choice
Direction: Read each sentence/s carefully then, choose the letter of the correct
answer. Write your answer on your answer sheet.

1. Which of the following is the correct sequence of a classical menu?

A. soup, fish, frozen water ices, vegetable, salad, cheese, beverage
B. soup, fish, frozen water ices, vegetable, cheese, salad, beverage
C. soup, fish, vegetable, frozen water ices, salad, cheese, beverage
D. none of the above

2. Which word describes offered mainly to enhance the flavor of the main dish or to
counteract its richness?
A. Accompaniment C. Beverage
B. Aroma D. Flavor

3. What do you call a list of all foods and drink that is offered at a food service
establishment?
A. Accompaniment C. Menu
B. Canape D. Restaurant

4. Which accompaniment is made with small cubes of fried or toasted bread?

A. croutons C. mayonnaise
B. French dressing D. Tandoori

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 5. What do you call a food served before the main course?
A. appetizer C. dessert
B. beverage D. soups

6. Which of the following is NOT included under starters of classical menu

sequence?
A. egg dish C. pasta and rice
B. entrée D. soups

7. What do you call the most expensive oil in the market?

A. canola oil C. olive oil
B. corn oil D. vegetable oil

8. What do you call a hot, red pepper and came from a species of powdered
capsicum?
A. balsamic vinegar C. chutney
B. cayenne D. kasundi

9. What do you call a hot chili sauce of Portuguese?

A. chutney C. piccalilli
B. kasundi D. piri-piri

10. Which of the following is mostly consisting of protein dishes?

A. appetizer C. dessert
B. beverage D. main course

11. What food is consist of egg yolks, oil and vinegar?

A. aioli C. cayenne
B. apple sauce D. mayonnaise

12. What is the most important controlling element in the servicing process of any
restaurant type?
A. menu C. price
B. place D. tables and chairs

13. Which of the following is NOT an alcoholic drink?

A. aperitifs C. vodka
B. table water D. whiskey

14. Which of the following is NOT under main course?

A. Entrée C. Releve
B. Egg dish D. Roast

15. What do you call a food that is served after the main course, generally consists of
sweets, cheese and sometimes fruits?
A. appetizer C. dessert
B. beverage D. soups

2
 In the preceding lesson, you have learned about the various types of napkin folding.
Draw and identify at least 3 napkin folds.

Picture Analysis: Analyze the pictures below. Give some of your insights about
the picture. Write your answer on your answer sheet.

3
 The menu is the most important controlling element in the servicing process of
any restaurant type or establishment, which is figuratively, referred to as the authorized
representative of a restaurant because it creates a constant link between the
establishment and the guest.
A menu is a list of all food and drink offered in an establishment, during its
operation and is arranged in a particular order.

Suggested Dish Structure in making menu

1. Specialties/ signature dishes
2. Snack (hot&cold)
3. Soups
4. Main Courses
5. Desserts
6. Drinks ( Alcoholic, Non-Alcoholic, hot and cold beverages

In the event of a large quantity of drinks being available, it is advised to have

these on a separate menu. The drinks offered are of importance when it comes to
success of any food and beverage establishment. Therefore, it is critical to bring the
correct drink selection to the menu while factoring in guests‟ wishes as much as
possible.

Drinks are usually split into two large categories: alcoholic and non-alcoholic.
Alcoholic drinks are divided into subsections of Beer, Wine and Spirits.

Alcoholic Drinks are listed below:

1. Wines
 Domestic wines
 Domestic red
 Imported white
 Imported red

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  Sparkling wine
 Southern wine
 White vermouth
 Red vermouth

2. Aperitifs (Bitter aperitifs and Aniseed Aperitifs)

3. Spirits and Liquors

 Vodka
 Whiskey
 Gin
 Rum
 Brandy, Cognac, Calvados

4. Beer (Domestic and imported)

5. Mixed drinks and cocktails

Non-alcoholic drinks
 Softdrinks, mineral water, juices
 Hot drinks, coffee, tea, milk

In recent years people have come to think that mineral water is an integral
part of a good meal. This should be included when offering water.
 Local mineral water
 National mineral water
 Imported mineral water
 Still mineral water
 Spring water
 Table water

MENU FAMILIARIZATION

A restaurant server must learn information about the menu like cooking
method, serving portions, taste and flavors, ingredients including food allergens,
2
cooking time and side dishes It is also important to know the nutrient content of the
dishes because some guest would want to know and ask.
The server should have the opportunity to taste several times on the menu
before serving. This way, he/she can describe in a more detailed way the flavor of
particular dishes. Guest will not be impressed if you tell them that a particular dish is
not spicy and then they find that it burns their mouth.
In many cases, guest will be relying on the server to help them with their menu
selection and must be accurate. Some customers might have special dietary
considerations and will be relying on the serving to give accurate information. The
server must never place himself in the position were a guest does not enjoy his/her
meal or develops an allergy because incorrect information was given about the menu.
It is also important to point out the following:

 Dishes that take a long time to prepare or those which might suit someone in
a hurry
 Dishes available for vegetarian or those customer with special dietary
consideration
(no dairy products, allergies to foods like nuts)
 Vegetables, salads or other accompaniments that will be served with the meal
 Prices of dishes not on the menu

In some instances, for the customer to be able to make an informed choice from
the menu, they must be able to understand the terminologies used.

Reasons why the customer is unable to interpret the menu:

• They might have difficulty understanding the language, if the customer is a
foreigner and does not have a sound understanding of the written language
used on the menu. In this case, the server should try to explain each dish
clearly and slowly, pointing to pictures where appropriate.
• The menu might contain terms that are unfamiliar to the customer. The terms
are derived from French language either describing a dish or type of cooking
method used.

3
CLASSIC MENU SEQUENCE

Over the last 100 or so years the sequence of the European menu has taken
on a classical format or order of dishes. This format is used to layout menus as well
as to indicate the order of the various courses. The actual number of courses in menu
and dishes within each course will depend on the size and class of the establishment,
often follow the classic sequence.

Starters
 Hors d’oeuvres (ordervs) traditionally this course consisted of a variety of
compound salads but now includes items such as patas, mousses, fruit,
charcuterie, and smoked fish.
 Soups (potages) includes all soup, both hot and cold
 Egg Dishes(oeufs) there are a great number of egg dishes like omelets, but
these have not retained their popularity on modern menus.
 Pasta and Rice (Farineux) can be referred to as farinaceous dishes, those
that are made out of starch, including potatoes and noodles

Main Course
 Fish (poisson) A fish dish both hot and cold. Fish dishes such as smoked
salmon or seafood cocktails, are mainly considered to be hors d‟ oeuvres and
therefore would be served earlier in a meal.
 Entrée (antray) Generally small, well garnish dishes which come from the
kitchen ready for service. Potatoes and vegetables are not usually served at
this course if it is to be followed by a main course.
 Releve Main roast or other larger joints of meat, which would be served
together with potatoes and vegetables
 Roast (roti) traditionally refers to roasted poultry dishes
 Vegetables(legumes) asparagus and artichokes are served in a separate
course, but sometimes these serves as starters
 Salad (SALADE) taken after a main course, simply a green salad and dressing
 Cold Buffet a variety of cold meats and fish, cheese and egg items together
with a range of salads and dressings.

4
Sorbet
Traditionally, sorbets were served to give a pause within a meal, allowing the
palate to be refreshed. They are lightly frozen water ices, which is usually based on
unsweetened fruit juice, and might be served with spirit liquor or champagne. Russian
cigarettes also used to be offered at this stage of a meal.

Afters
 Cheese a range of cheeses and various accompaniments, including biscuits,
bread, celery, grapes and apples; can also refer to cheese-based dishes such
as souffles.
 Sweets (entremets) hot and cold puddings
 Savoury (savoureux) well rarebit or other items on toast, or in pastry or
savoury soufflés. Belonging to a category that is salty and spicy rather than
sweet.
 Fruit (dessert) fresh fruit, nut and sometimes candied fruits

Beverages
Traditionally, it refers to coffee but now, it also includes a wider range of
beverages that are generally available, such as tea and chocolate.
Although listed here to indicate the sequence for meals, beverages are not
included as one of the courses of the meal. Thus, is a meal is stated as having four
courses, that there are four food courses and beverages are in addition to these.

FOOD ITEMS USED AS ACCOMPANIMENTS

Accompaniments are offered mainly to enhance the flavor of the main dish or
to counteract its richness. Depending on the nature, style and the extent of the menu
on offer, there will be a variety of food items available to support the service of a range
of dishes. Some of these items have specific uses in particular dishes and others are
used generally across a number of dishes.

5
 Examples of food Items Used in Food Service

USE DESCRIPTION USE

1. Aioli/ailloli Garlic mayonnaise Cold fish dishes as a salad dip e.g. for
crudites
2. Apple sauce Puree of cooking apples, slightly Roast pork, roast duck, roast goose
sweetened, served hot but are
usually cold
3. Balsamic Aromatic vinegar, acid product Dressings
vinegar made from sweet grape wine,
aged in oak
4. Cayenne Hot, red pepper(a species of Oysters, smoked salmon
powdered capsicum)
5. Chili sauce Hot sauce, mostly Chinese made With Chinese-style foods
6. Chili vinegar Vinegar flavored with chilies Oysters
7. Chives Herb (fresh Chopped) Salad garnish and for the surface of
chilled soups
8.Chutney Generic name for Indian sauces, Indian chutneys for tandoori and other
common variety are sweet mango Indian dishes
or hot mango
9.Cider vinegar Acid product made from cider Can be used in salad dressings; seen by
some as a product for the health
conscious
10.Corn oil Light flavored oil made from corn Dressings
11.Croutons Small cubes of fried or toasted Garnish for soups and also used in
bread some salad dishes e.g. Caesar salad
12.Cucumber Pickled cucumbers For meats, salad dishes, charcuterie and
pickled cheese
13.French Made from oil and wine vinegar or Salads
dressing lemon juice, with seasoning
mustard and herbs may be added
14.Grossel Literally fat salt, not finely ground, Boiled beef but also widely used in table
A.K.A rock salt grinders
15.Horseraddish Hot tasting sauce made from Roast beef and chicken Maryland and
sauce horseradish root, available as also for cold dishes when creamed
down.

6
 proprietary sauce, which needs
creaming down
16.Kasundi Hot Indian pickle featuring Accompaniment for Indian and other
chopped mango savory dishes
17.Ketchup Sauce of tomato pulp, vinegar, grills, fish, burgers
tomato and sweetening; usually available
as a propriety sauce
18.LeMON and Citrus fruit (slices, segments, or Infinite variety of uses specially smoked
Lime halves) fish, fried fish, and a range of drinks
including tea
19.Mayonnaise Made from combination of oil and Dressing for poached fish and sauce for
egg yolks, flavored with vinegar, salads
herbs and seasonings
20.Mustard Warm sauce, generally kitchen Grilled herring but is used for other meat
Sauce made, available as propriety and fish dishes
sauce
21. Olive oil Oil made from olives (cholesterol Dressing
free)
22. Olives Black or green, fruit lightly pickled Appetizer, as garnish for food and drinks,
in brine also as flavoring
23. Paprika Powdered, milk, red capsicum Garnish on and in seasoned cocktails
24. Parsley Chopped or spring Garnish on dishes, sometimes on deep
fried or fried fish
25. Parmesan Soups, or pasta dishes Soups, or pasta dishes
26. Pepper Ground pepper white Traditional form of pepper in table shaker
27. Piccalilli Mixed pickle and thickened spiced Cold meats, ploughman‟s lunch, buffet,
sauce ( turmeric and sugar) snacks
28. Piri-piri Hot chilli sauce of Portugese / Prawns, crayfish, chicken
African origin
29. Rouille Provencale sauce made from Accompaniment to boiled fish and fish
pounded chillies, garlic and soup
breadcrumbs, blended with olive
oil and fish stock

7
Exercise 1
Write the accompaniment suited to the following menu. Write your answer on
your answer sheet.
1. Oyster
2. Smoked salmon
3. Pasta dishes
4. Cold meat
5. Roast beef

Exercise 2
Directions: Match the description of column A to column B. Do it on you answer
sheet.
A B
1. Cider Vinegar a. Dressing for poached fish and sauce for salads

2. Mayonnaise b. Can be used in salad dressings; seen by some as a

product for the health conscious
3. Kasundi c. Accompaniment for Indian and other savory dishes

4. Lemon and Lime d. Salad garnish and for the surface of chilled soups

5. Chives e. Infinite variety of uses specially smoked fish, fried fish, and
a range of drinks including tea

8
Give at least 3 examples of the following. Do it on your answer sheet.

Starters Main Course Desserts

Multiple Choice
Direction: Read each sentence/s carefully then, choose the letter of the correct
answer. Write your answer on your answer sheet.

1. What do you call a food that is served after the main course, generally consists
of sweets, cheese and sometimes fruits?
A. appetizer C. dessert
B. beverage D. soups
2. What do you call a list of all foods and drink that is offered at a food service
establishment?
A. Accompaniment C. Menu
B. Canape D. Restaurant
3. Which accompaniment is made with small cubes of fried or toasted bread?
A. croutons C. mayonnaise
B. French dressing D. Tandoori
4. Which of the following is NOT under main course?
A. Entrée C. Releve
B. Egg dish D. Roast

9
 5. What do you call a food served before the main course?
A. appetizer C. dessert
B. beverage D. soups
6. Which of the following is NOT included under starters of classical menu
sequence?
A. egg dish C. pasta and rice
B. entrée D. soups
7. What do you call the most expensive oil in the market?
A. canola oil C. olive oil
B. corn oil D. vegetable oil
8. What do you call a hot, red pepper and came from a species of powdered
capsicum?
A. balsamic vinegar C. chutney
B. cayenne D. kasundi
9. What do you call a hot chili sauce of Portuguese?
A. chutney C. piccalilli
B. kasundi D. piri-piri
10. Which of the following is mostly consisting of protein dishes?
A. appetizer C. dessert
B. beverage D. main course
11. What food is consist of egg yolks, oil and vinegar?
A. aioli C. cayenne
B. apple sauce D. mayonnaise
12. What is the most important controlling element in the servicing process of any
restaurant type?
A. menu C. price
B. place D. tables and chairs
13. Which word describes offered mainly to enhance the flavor of the main dish or to
counteract its richness?
A. Accompaniment C. Beverage
B. Aroma D. Flavor
14. Which of the following is the correct sequence of a classical menu?
A. soup, fish, frozen water ices, vegetable, salad, cheese, beverage
B. soup, fish, frozen water ices, vegetable, cheese, salad, beverage

10
 C. soup, fish, vegetable, frozen water ices, salad, cheese, beverage
D. none of the above
15. Which of the following is NOT an alcoholic drink?
A. aperitifs C. vodka
B. table water D. whiskey

TRUE or FALSE
Directions: Write True if statement is correct and False if it is incorrect.
1. The menu is the most important controlling element in the servicing process of
any restaurant type or establishment.
2. The server should have the opportunity to taste several items in the menu.
3. It is important for the server to know the nutrient content of the dishes.
4. Releve and entrée should be served first.
5. Farineux is a French term of pasta and rice.
6. Chutney is the generic name for Indian sauces.
7. Classic menu sequence is a European format that takes over 100 years.
8. Sorbets were served to give a pause within a meal
9. Hors d‟oeuvres are consist of variety compound salads.
10. Aioli is a garlic mayonnaise.
11. A restaurant server must learn information about the menu like cooking method,
serving portions, taste and flavors, ingredients including food allergens, cooking
time and side dishes.
12. Salad is a dish taken after a main course and is quite often simply a green salad
and dressing.
13. Sorbets is usually based on unsweetened fruit juice.
14. Beverages give a pause within a meal, allowing palate to be refresh.
15. Main courses include desserts like sweet foods.

11
Lesson 2: UNDERTAKE SUGGESTIVE SELLING

This module aims to provide learners with an understanding of promoting

services and products in the food and beverage sector. Learners need to
understand the different factors that impact service as well as the importance of
and how to provide a positive meal experience for different types of services.
This will help you to achieve the required competency in promoting food
and beverage service to guests. Furthermore, this will aid the learner in acquiring
the competency at his or her own pace independently.
At the end of this module, you are expected to:
1. undertake suggestive selling, and
2. carry out up-selling strategies.

Pretest. Multiple Choice.

Directions: Read each question carefully. Then, write the letter of the best answer on
your answer sheet.

1. Which of the following is an act of giving suggestions and ideas to increase

the dining guest‟s original order?
A. Selling C. Up-selling
B. Suggestive selling D. all of the above

2. Which of the following will NOT help you in up-selling products?

A. give vivid descriptions C. study the menu
B. mention the ingredients D. taste menu items

3. Which of the following is under five keys for up-selling dessert items?
A. Bring out dessert menus for each guest after clearing dinner plates.
B. Describe a few of the dessert specials using vivid imaginary to appeal to
the guests.
C. Do not forget to offer low calorie dessert options, which may sway diners
who are trying to watch their figure.
D. All of the above

4. How do you call a marketing strategy in a restaurant to suggest slow-moving

but profitable items?
A. Selling C. Up-selling
B. Suggestive selling D. all of the above

5. Which of the following will you avoid in suggesting menu items?

A. always be price sensitive
B. suggest things at a proper time

12
 C. saying the no and do not is literally appropriate
D. repeat suggestions to the guest

6. Which of the following are the ways on how to train staff about upselling?
A. Allow servers to taste menu items
B. Train in menu knowledge
C. Suggest vivid description
D. All of the above

7. Which of the following is considered as the ultimate up-sell?

A. appetizer C. main course
B. dessert D. none of the above

8. Which of the following low-calorie options will you offer to the guest who are
trying to watch their figure?
A. ice cream C. coffee or tea
B. sorbet D. sweet fruit shakers

9. What do you call a food item that can provide an excellent complement to a
meal?
A. coffee C. fruit soda
B. beer D. wine
10. Which of the following will you explain to the customer in upselling an
appetizer?
A. its ingredients and preparation C. its taste
B. the method of cooking D. its color

11. Which of the following will not help you in upselling products?
A. give vivid descriptions C. study the menu
B. mention the ingredients D. use inappropriate words

12. Which is NOT included in suggestive selling tips?

A. Feel free to suggest things at the proper time
B. interrupt the dining guest while they are ordering something
C. Understand the guests needs
D. None of the above

13. What is the proper way of up selling desserts?

A. give a mouthwatering description
B. make the customer want it
C. make the dessert tempting
D. all of the above
14. What food item is lucrative yet a challenging item to upsell?
A. beverages C. entrée
B. dessert D. main course
15. Which of the following can be paired to champagne?
A. chicken C. carabeef
B. beef D. pork

13
Boxed Out
Directions: Complete the sentences by choosing your answer/s from the box.

1. Suggestive selling can lead to the growth of the business because the
ultimate aim behind suggestion is .
2. The should be careful not to become too aggressive but rather, be
more helpful by giving ample time to the guest in deciding.
3. Use words to describe the food such as; freshly prepared,
delicately seasoned, soft and juicy, mothering, flavorful, and/or spicy.
4. Up-selling is a skill that should be done with to the customers.
5. The best way to up-sell desserts is to give a description.
6. Wine can provide an excellent to a meal.
7. The ultimate goal of every restaurant is .
8. is a marketing strategy in a restaurant to convince the guest
to spend more money.
9. Do not the dining guest while they are ordering something.
10. Present dessert menus lunch or dinner.

profit-making after revenue earning complement

appropriate server up-selling sensitivity
interrupt mouthwatering

Loop A word.
Directions: Search up, down, forward, backward, and on the diagonal to find the five
(10) hidden words. Copy the words on your answer sheet. Note that these words are
related to suggestive selling.

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Suggestive Selling

Suggestive selling is the act of giving suggestions and ideas to add to the dining
guests‟ original orders, which in turn leads to increased sales a higher level of a
customer satisfaction. The server should be careful not to become too aggressive but
rather, be more helpful by giving ample time to the guest in deciding.

The following is a short illustration of the concept of suggestive selling.

Edvic is a trained and a prompt server. He has that ability to provide excellent
customer service. Once, he had a foreigner customer who only ordered a beer and
has no plans to order anything more-but Edvic did not just take the order and leave
but suggested barbecued meat to the customer as a good accompaniment to the beer,
and promoted it in such a way that the customer felt hungry. The guest was convinced
and ordered it.

The example above shows how to apply suggestive selling techniques in a

restaurant. The server has to motivate the customer to crave for food and drinks being
offered. He should not just „suggest‟ the item but rather try to „sell‟ it to the customer.
This technique can be used to „sell‟ accompaniments, side dishes, good quality
desserts, or some specialty items that are served by the restaurant exclusively.

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Suggestive Selling Tips

 Do not interrupt the dining guest while they are ordering something.
Suggest food or beverage when the guest is done with their order. Such an
interruption might create an element of doubt in the guest‟s mind that you are
merely suggesting item only to increase the sales and that you really have no
concern for his needs.

 Feel free to suggest things at the proper time. Do not hesitate! You might
lose that extra sale due to your reluctance. You can make suggestions from
each section on the menu. For instance, a guest might be thinking of just getting
only one dish, but you can guide him to all the section of the menu, starting with
the section on appetizers, then soups, salads and so on, suggesting items
which will go well (or can be paired ) with his original order.

 Understand the guests needs. Try to suggest something relevant to his/her

requirements. For example, find out whether the guest is health conscious or
vegetarian and suggest to him/her accordingly.

 Avoid using words describing negativity such as “do not”, “not”, and
“cannot”. Find some relevant positive words that would not change the meaning
but would serve the purpose of expressing thoughts. For example, if you
suggest something and customer comes up some different idea, and
unfortunately, you do not have it, try to avoid answers such as, “We do not have
it” or “We do not serve it”. Instead, try saying “we are extremely sorry that we
are unable to serve you with (name of dish/beverage) at this time.

 Use descriptive words to describe the dish. Let the guest visualize the dish
that they will be persuaded to order it. Use appropriate words to describe the
food such as; freshly prepared, delicately seasoned, soft and juicy, mothering,
flavorful, and/or spicy.

 Repeat your suggestion to the other guest. It might happen that the guest
you initially suggested turns down the offer. Do not get discouraged, as the next
guest or some other guests within the same group or party might like it. Just a
word of suggestion costs nothing to either of the parties.

 Always be price sensitive. Treat each sale differently according to its own

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 situation. Like, if someone is looking at orders in the range of Php.300-Php500,
do not try to order something over Php1,000 or more.

 Suggestions according season also play an important role.

Suggestive selling can lead to the growth of the business because the ultimate aim
behind suggestion is “revenue earning”. The ultimate goal of every restaurant is
profit-making. Moreover, suggestions contribute to the guests‟ satisfaction,
particularly when there are sincere desires to really help the guests in the first
place.

Basic to Wine and Food Parings

It is also imperative to know the standard food and beverage pairings, like
burger and fries, steaks and salads, steaks and salads, steaks and mashed potato,
dessert and coffee, or seafood with white wine.

Up-Selling Strategies

Up-selling is a marketing strategy in a restaurant to convince the guest to

spend more money. Restaurant servers, cahiers and kitchen staff who have contact
with the customer should know appropriate and actual ways to upsell menu items. To

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become effective, they must be trained and practice for this sale techniques. These
helpful methods for up-selling will help increase sales and tip money.

How to Up-sell

 Offer multiple suggestions. Workers can upsell whether they work in a quick-
service restaurant or a swanky lounge. Here is a prime example.
Example 1: At a particular food chain, the waiter at the cash register will
usually ask the customer if they would like to “Biggie size” their order. This
means getting a bigger drink and bigger order of fries for a few extra cents.
The customer often feels as though they are getting more bang for their buck,
even though they probably did not want the bigger size in the first place.

 Use embellish descriptions. Workers can upsell by describing the

ingredients, cooking process or presentation of a dish as a means of
convincing customer to buy. Food and Beverage service attendant (FBSA) or
waiter will not actually ask a question. Instead, they will simply launch into
descriptions to stimulate the guest‟s appetite. Make the items sound exciting
by trying the following method.
Example 1: Suggest an appetizer by explaining the ingredients and
preparation with vivid language. For instance; ”You will find our appetizers
especially intriguing, including the broiled goat-cheese quesadillas which are
sprinkled with pepper and thyme, served piping hot.”
Example 2: If the guest is already sure of what they want, ask if they would
consider any sides to go with the meal. To a guest ordering chips and salsa,
a server might say, “A taste of our fabulous guacamole would complement
your chips and salsa, since it is prepared with fresh avocados and tomatoes,
as well as our signature spices.” Describing the side as a smart attachment
to the meal is a great way to make the meal seem incomplete without the
extra purchase.

 Wine Pairing. Wine can provide an excellent complement to a meal.

Therefore, wine pairing is also a great way to up-sell to your customer.
However, satisfying the customer‟s palate tasting with a well-paired wine

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 requires training, experience, and extensive knowledge of both the food and
wine menus. Taking the time to learn about food and wine pairings can greatly
improve the customer‟s dining experience and make even more sales for the
restaurant.

Five Keys for Up-selling Dessert Items

Desserts are lucrative yet challenging items to up-sell. The guest is often
satisfied from the main entrée and may not ask for dessert.

Listed below are five popular strategies for up-selling desserts:

1. Present dessert menus after lunch or dinner. Bring out dessert menus for
each guest after clearing dinner plates. Seeing the descriptions and ordering
from a menu may make the guests feel more in control of their choices.
2. Use vivid description. Describe a few of the dessert specials using vivid
imaginary to appeal to the guests.
3. Bring out the dessert tray. Utilize a dessert tray to sow guest how tasty the
dessert look.
4. Offer low-calorie options. Do not forget to offer low calorie dessert options,
which may sway diners who are trying to watch their figure. You may suggest
coffee or tea.
5. Show of your desserts. When someone does a dessert item, be sure server
or runner tray carry it at table level. This way, other diners can see and smell
the dessert and may be convinced to order one of their own.

Ways on how to train staff about upselling

1. Allow servers to taste menu items. Provide opportunities for servers to taste
menu items, including daily specials.
2. Train in menu knowledge. Make menu knowledge a priority. This way, servers
can speak intelligently about the preparation and quality of food.

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 3. Suggest vivid descriptions. Offer ideas on how to use colorful language when
describing dishes. For example, avoid simply offering “a slice of chocolate pie”
and instead upsell “an exquisite slice of delicate chocolate mousses pie with a
drizzle of caramel”. The second description makes a big difference.
4. Role play with Food and Beverage Service Attendant or waiter. Practice with
other waiters to demonstrate how to ask questions or offer more items.
5. Provide rewards. Hold contest and offer incentives for servers who the most
dessert or daily special giving foods or gift cards as prizes.

Up-Selling Basics

Up-selling is a skill that should be done with sensitivity to the customers. It

should be done in a way that the customer does not realize he or she is being sold to
something. For example:

Waiter: “Would you care to start with an appetizer tonight? Our chef is running
our house favorite, a baked lobster dip with crostini.”

Customer: “That sounds good, what else is in it?”.

Waiter: “It has a creamy Alfredo sauce with roasted red peppers, artichoke
hearts and fresh lobster. I have one whenever I come in for dinner.”
Customer: “That‟s sounds great. We‟ll have one.”

The waiter should not wait to hear if the customer wants an appetizer. Instead,
he should go right ahead and tell them about a popular special that the kitchen was
running.

Let us say the customer does not like lobster. The waiter already has his
attention and can offer another appetizer instead. For example:

Customer: “No thanks, I am allergic to seafood”.

20
 Server: “Sir, the kitchen is also running a delicious tomato-basil bruschetta
served with
seasoned olive oil and crusty French bread”.

Customer: “Hmnn, that‟s sounds good. I will take one.”

From the conversation, you can get the idea to automatically offer an appetizer
to start the meal. However, avoid badgering the customer that as if they do not want
an appetizer, do not just stand there offering everything on the menu, until they pick
something. Go on to the entrée.

Up-selling the Entrée

Let us say the customer is not interested in an appetizer or a drink special. He

knows exactly what he wants. That does not mean the server cannot employ a few
more up-selling techniques.

For example:

Customer: “I will have the Chicken Marsala.”

Waiter: “Would you like to add a soup or a salad to your entrée? Today‟s soup
is cream of wild mushroom.”

Customer: “Hmmnn, that sounds good. I‟ll take a cup.”

Up-selling Dessert

The ultimate upsell is the dessert. The best way to up-sell desserts is to give a
mouthwatering description.

21
 Good Example: “Would you care for a slice of our homemade chocolate layer
cake. It is layered with a rich dark chocolate ganache and raspberry filling and
served with our signature chocolate velvet sauce”.

Bad Example: “Do you want some dessert?”.

Offer dessert before the customer has the chance to think about it. Describe it.
Make the customer want it. Make it tempting. Suggest a table split one or two
desserts, rather than trying to sell a separate dessert to each guest. And offer to follow
up dessert with a hot cup of coffee, perhaps a specialty coffee such as cappuccino or
espresso. Or maybe a nice after dinner drinks, like port or cordial.

TRUE or FALSE
Directions: Write True if statement is correct and False if it is incorrect.

1. Allow servers to taste menu items.

2. Bring out dessert menus for each guest after clearing dinner plates.

3. Provide opportunities for servers to taste menu items, including daily specials.
4. Entrees are lucrative yet challenging items to up-sell.
5. Suggestive selling is the act of giving suggestions and ideas to add to the dining
guests‟ original orders, which in turn leads to increased sales a higher level of
a customer satisfaction.
6. Let the guest visualize the dish that they will be persuaded to order it.
7. Don‟t forget to offer low calorie dessert options, which may sway diners who
are trying to watch their figure like cakes and ice creams.

8. Suggestions contribute to the guests‟ satisfaction, particularly when there are

sincere desires to really help the guests in the first place.
9. Offer ideas on how to use colorful language when describing dishes.
10. The server should be careful not to become too aggressive but rather, be more
helpful by giving ample time to the guest in deciding.

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Directions: Answer the following questions in 2-3 sentences.

1. What is suggestive selling?

2. Why do you think wine pairing is essential?

3. What is the best way in upselling desserts?

4. How important is up selling and suggestive selling in food service

establishments?

5. Why is it important for the server to be price sensitive?

Role Playing
Directions: Role play the correct ways of undertaking suggestive selling. Ask your
family members to be your customer and you as the waiter/server and the other one
to take videos of you. Send your videos to me via facebook messenger. You will be
graded according to the rubrics provided below.

Situation
You are very efficient receptionist of AVJ Hotel. Your friend Rose who is
assigned as the waitress in the restaurant asked you to replace her in doing her
tasked the next morning because she must attend to her mother who is sick. You
know that one of the tasks of the waitress is to make suggestive selling of food to the
customers. How are you going to do it effectively?

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 Performance of the learners will be rated using this rubric
Assessment
Very Satisfactory Needs
Criteria Excellent Total
(5) satisfactory (2) improvement
(3) (1)

Information about the food items are

provided in clear explanations and
descriptions
Items on specials or promos are offered to
assist guest with food and beverage
selections
Name of specific menu items are
suggested to guest rather than mentioning
the general categories in the menu to help
them make the choice and know what
they want
Standard food and beverage pairings are
recommended
Several choices are given to provide more
options to guests

Multiple Choice.
Directions: Read each question carefully. Then, write the letter of the best answer on
your answer sheet.

1. Which of the following is under five keys for up-selling dessert items?
A. bring out the dessert
B. offer low-calorie options
C. use vivid descriptions
D. All of the above
2. Which of the following will you avoid in suggesting meu items?
A. always be price sensitive
B. suggest things at a proper time
C. saying the no and do not is literally appropriate
D. repeat suggestions to the guest
3. Which of the following are the ways on how to train staff about upselling?
A. allow servers to taste menu items
B. Train in menu knowledge
C. Suggest vivid description
D. all of the above
4. Which of the following low-calorie options will you offer to the guest who are
trying to watch their figure?
A. ice cream C. coffee or tea
B. sorbet D. sweet fruit shakers

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5. Which of the following in an act of giving suggestions and ideas to increase
the dining guest‟s original order?
A. Selling C. Up-selling
B. Suggestive selling D. all of the above
6. Which of the following can be paired to champagne?
A. chicken C. carabeef
B. beef D. pork
7. Which of the following will NOT help you in up-selling products?
A. give vivid descriptions
B. mention the ingredients
C. study the menu
D. taste menu items
8. How do you call a food item that can provide an excellent complement to a
meal?
A. coffee C. fruit soda
B. beer D. wine
9. Which of the following will you explain to the customer in upselling an
appetizer?
A. its ingredients and preparation
B. the method of cooking
C. its taste
D. its color
10. Which of the following is considered as the ultimate up-sell?
A. appetizer C. main course
B. dessert D. none of the above
11. Which of the following will not help you in upselling products?
A. give vivid descriptions
B. mention the ingredients
C. study the menu
D. use inappropriate words
12. Which is NOT included in suggestive selling tips?
A. Feel free to suggest things at the proper time
B. interrupt the dining guest while they are ordering something
C. Understand the guests needs
D. None of the above
13. What is the proper way of up selling desserts?
A. give a mouthwatering description
B. make the customer want it
C. make the dessert tempting
D. all of the above
14. What food item is lucrative yet a challenging item to upsell?
A. beverages C. entrée
B. dessert D. main course
15. How do you call a marketing strategy in a restaurant to suggest slow-moving
but profitable items?
A. Selling C. Up-selling
B. Suggestive selling D. all of the above

25
Role Playing
Directions: Role play the following samples on how to upsell. Ask your family members
to be your customer and you as the waiter/server and the other one to take videos of
you. Send your videos to me via facebook messenger. You will be graded according
to the rubrics provided below.

Sample 1

Waiter : “ Would you care to start with an appetizer tonight? Our chef is running
our house favorite, a baked lobster dip with crostini. ”

Customer: “ That‟s sounds good, what else in it? ”

Waiter: “ it has a creamy Alfredo sauce with roated rted peppers, artichoke herts
and fresh lobster. I have one whenever I come in for dinner. ”

Customer: “ that‟s sounds great! We‟ll hev one. “

Sample 2

Customer: “ no thanks, I am allergic to seafood. “

Server: “ Sir/Ma‟am, the kitchen is also running a delicious tomato-basil

bruschetta served with seasoned olive oil and crusty French bread. “

Customer: “ Hmmnnn, that‟s sounds good, I‟ll take one. “

Sample 3

Customer: “ I will have the chicken Marsala. “

Server: “ Would you like to add a soup or a salad to your entrée? Today‟s soupo
is cream of wild mushroom. “

Customer: “ Hmmnnn, that‟s sounds good, I‟ll will take a cup. “

26
Sample 4

“ Would you care for a slice of our homemade chocolate layer cake. It is
layered with a rich dark chocolate ganache and raspberry filling and
served with our signature chocolate velvet sauce”

Performance of the learners will be rated using this rubric.

Assessment
Excellent Very Satisfactory Needs
Criteria Total
(5) satisfactory (2) improvement
(3) (1)

Slow moving but highly profitable items

are suggested to increase guest check
Second servings of items are ordered
Food portion or size is mentioned for
possible adjustments with the orders
New items are recommended to regular
guests to encourage them to try other
items in the menu

27
References

 "Molecular Gastronomy Cooks Up Strange Plate-Fellows". Chemical & Engineering

news. Retrieved 30 July 2012.
 ^ Heston Blumenthal (4 May 2002). "Weird but wonderful | Life and style". The
Guardian. London. Retrieved 16 February 2012.
 ^ "Flavor pairing engenders strange plate-fellows and scientific controversy".
American Chemical Society. Retrieved 30 July 2012.
 ^ "Flavor pairing". Khymos. 17 April 2007. Retrieved 16 February 2012.
 ^ "The Flemish Primitives". The Flemish Primitives. Archived from the original on 2
July 2012. Retrieved 16 February 2012.
 ^ Imre Blank et al. (1991) "Aroma Impact Compounds of Arabica and Robusta
Coffee. Qualitative and Quantitative Investigations", imreblank.ch

 https://en.wikipedia.org/wiki/Foodpairing
 https://www.scribd.com/document/194238913/Classic-Menu-Sequence

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For inquiries or feedback, please write or call:

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

Email Address: lrmdsbulacan@deped.gov.ph