BWW Suggestive Selling Script Performance Rubric

Objective: Given a real-world scenario with different types of guests, assess

the situation and incorporate different methods of suggestive selling
It is important to have the ability to differentiate your suggestive selling
based on the unique needs of each table. This rubric will help to assess your
role-play performance with a manager.

Knowledge of
script

Assessment of
situation

Incorporation of
suggestive selling

Proficient (2)

Basic (1)

Employee had
entire script
memorized and
practiced. The
script created a
natural dialogue
between guest and
server and was not
rushed
Employee was able
to react quickly to
the situation and
changed their
script based on the
guests needs.
Employee did this
in a natural
fashion.

Employee had
most of the script
memorized.
Sounded unnatural
in delivery at parts.
With more practice,
the script could be
improved.

Employee
incorporated all 5
categories of
suggestive selling.

It took some time

for the employee
to adapt to the
situation. The
employee was able
to change a couple
of things about
their original script.
It was unnatural in
progression.
Employee
incorporated 4 out
the 5 categories.

Needs
Improvement (0)
Employee did not
have the script
practiced or
memorized.

The employee was

not able to adapt
their script to the
unique situation of
the guest.

Employee
incorporated 0-3
categories.