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TVL-HE- FBS-Q4-LAS-2 WEEK 2 MELC 2- Undertake

Suggestive Selling AND Upselling Strategies
Basic Competencies in Food Preservation (Carlos Hilado Memorial State College)

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SHS
11

TVL - H.E
Food and Beverage Services
Activity Sheet Quarter 4 – MELC 2
Undertake Suggestive Selling
and Upselling Strategies

REGION VI – WESTERN VISAYAS

RO_Q4_TVL_HE_FBS_ SHS_LAS2

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TVL-SHS HE – Grade 11/12

Learning Activity Sheet (LAS 2)
First Edition, 2020

Published in the Philippines

By the Department of Education
Region 6 – Western Visayas

Republic Act 8293, section 176 states that: No copyright shall subsist in any
work of the Government of the Philippines. However, prior approval of the
government agency or office wherein the work is created shall be necessary for
exploitation of such work for profit. Such agency or office may, among other things,
impose as a condition the payment of royalties.

This Learning Activity Sheet is developed by DepEd Region 6 – Western

Visayas.

ALL RIGHTS RESERVED. No part of this learning resource may be

reproduced or transmitted in any form or by any means electronic or mechanical
without written permission from the DepEd Regional Office 6 – Western Visayas.

Development Team of TLE/TVL-SHS HE (Food and Beverage Services)

Activity Sheet

Writer: Remedios M. Pacabis

Language Editor: Thea M. Tecson
Schools Division Quality Assurance Team:
Jeanalyn L. Jamison
Ana Lee C. Bartolo
Division of La Carlota City Management Team:
Neri Anne M. Alibuyog,EdD CESO V
Bernie L. Libo-on ,PhD
Melgar B. Coronel
Jeanalyn L. Jamison
Analee C. Bartolo
Regional Management Team :
Ramir B. Uytico EdD, CESO IV
Pedro T.Escobarte,Jr.PhD., CESO V
Elena P. Gonzaga
Donald T. Genine

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Introductory Message
Welcome to TLE/TVL-SHS (Food and Beverage Services) Grade 11/12

The Learning Activity Sheet is a product of the collaborative efforts of the

Schools Division of La Carlota and DepEd Regional Office VI - Western Visayas
through the Curriculum and Learning Management Division (CLMD). This is
developed to guide the learning facilitators (teachers, parents and responsible
adults) in helping the learners meet the standards set by the K to 12 Basic
Education Curriculum.

The Learning Activity Sheet is self-directed instructional materials aimed to

guide the learners in accomplishing activities at their own pace and time using the
contextualized resources in the community. This will also assist the learners in
acquiring the lifelong learning skills, knowledge and attitudes for productivity and
employment.

For learning facilitator:

The TLE/TVL-HE Food and Beverage Services Activity Sheet will help you
facilitate the leaching-learning activities specified in each Most Essential Learning
Competency (MELC) with minimal or no face-to-face encounter between you and
learner. This will be made available to the learners with the references/links to ease
the independent learning.

For the learner:

The TLE/TVL-HE Food and Beverage Services Activity Sheet is developed

to help you continue learning even if you are not in school. This learning material
provides you with meaningful and engaging activities for independent learning.
Being an active learner, carefully read and understand the instructions then perform
the activities and answer the assessments. This will be returned to your facilitator on
the agreed schedule.

ii

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TVL-HE-FBS, Quarter 4, Week 2

LAS 2 for Food and Beverage Services NC II

Name of Learner: __________________________________________________

Grade and Section: _______________________________Date: _____________

Undertake Suggestive Selling and Upselling Strategies

I. Learning Competency
LO 2. Undertake suggestive selling (C2)
2.1 Provide information with clear explanations and descriptions about the
food items.
LO 3. Carry out upselling strategies (C3)
3.1 Suggest slow moving items for sale
II. Background Information for Learners

What do you think would be the benefits of having knowledge of a complete and up
to date information and descriptions about the product you sell? Product knowledge is
a part of your duty as a food attendant. Since your target is to increase the profit with
customer satisfaction, you tend to offer additional options for them to choose for their
orders. In that way, you are undertaking suggestive selling and upselling.
In a restaurant or any food establishment.
Suggestive selling means encouraging guest to buy additional food and
beverage. (ex. Suggesting appetizers to guest before serving the main meals or
beverages being ordered.). To increase the purchase amount of the client and
revenues of the business, Suggestive selling is used.

Upselling means suggesting more expensive but better quality of

food/beverages. (ex. Suggesting fresh juice/shake rather than other cold drinks.). A
sales technique that increases revenues with the same number of cover is called
Upselling. In that case, it increases guest check average.
Sales technique is when the employee asks the customers if they would like to
include an additional purchase or recommends a product which might suit the clients’
taste.

Picture shows food attendant showing suggestive selling

and upselling courtesy of Ms. Rhemey M. Pacabis taken
during simulation of FBS at SMNHS school laboratory
workshop SY 2018-2019

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How to have an effective suggestive selling and upselling?

1. Develop a selling attitude – interact convincingly to guest/costumer in

suggesting menu.
2. Showing enthusiasm and excitement to sell your product – makes more
convincing to guest in trying to taste your suggested menu.
3. Using phrases and words that makes your suggested food menu more
appetizing to costumer –
4. Know the needs and wants of your guests – ask them questions of what kind
of service they prefer.
5. Give the name of an item – for example, your guest asks for a soup,
enumerate names of the soup you are offering to avoid conflict and confusion.
6. Using the word “prefer” like “Would you prefer to change your ordered
chicken ala king to chicken salpicao sir?
7. Suggesting items – the items that are not usually ordered must openly
specified and suggested to guest.
8. Suggesting food and beverages that normally goes together – suggest food
and beverage pairings to guests like red wine for red meat and white wine for
fish or chicken.
9. Appreciating guests’ likes and orders – genuinely thank your guest for liking
the food you serve; it means they are satisfied with your menu as well as your
service.
10. Getting feedback from the guest about their order – it would be a great help
knowing the customer’s feedback in your services/menus offered. It will be a
leeway that you could improve more in reaching customer satisfaction.

Benefits of an effective selling and upselling

1. It enhances a guest’s dining experience – a good feedback for the

suggestions you gave to your guest is a sign that your guest appreciates and is
satisfied with their dining experience.
2. It increases the average guest check – that in return, it could help increase the
profit of the establishment and could provide you a job security.
3. It increases your product knowledge – the better you know the product your
establishment offers, the better you can give information to guest.
4. It increases professional image and self-confidence – it gives an impression
of professionalism and self-confidence if you are knowledgeable enough about
the menu and services you offer as a server. Suggesting and describing items
allow you to showcase your knowledge.

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Sample script doing upselling to costumer

Waiter: Excuse me Ma’am/Sir, may I take your order?

Guest: Yes, please. Can I have a beef steak with mashed potato please?
Waiter: Good choice Ma’am/Sir would you like a side dish of fresh steamed broccoli top
with melted smoked cheddar? Its our best seller.
Guest: oh, that sounds tasty! Yes, I love that.

Sample Script doing suggestive selling for slow moving items

Waiter: Excuse me Ma’am/Sir, may I take your order?
Guest: Yes, please. Can I have a beef steak with mashed potato please?
Waiter: Good choice Ma’am/Sir. However, your desired dish is not available today.
Can I suggest Bakareta or Caldereta .It’s our specialty .It’s very delicious .
Guest: oh, that sounds tasty! Yes, I love that.

III. Accompanying DepEd Textbook and Educational Sites

Department of Education (2017) K-12 Basic Education TVL Food and Beverage
Manual, Home Economics (2017) pp. 168-182

Food Service Management For Senior High Lawrence Li Tan and Florenitte
Cabuyao-de Guzman pp 119-120

A Concise guide in Food and Beverage Service Procedures (second edition)

Daryl Ace V. Cornell and Ephraimuel Jose L. Abella .Second Edition pp.143-144

IV. Activity Proper

Exercise No. 1:
Direction: Identify if the following situations applied an action of suggestive selling or
upselling. In a separate sheet of paper write your answer as SS for Suggestive selling
and US for Upselling.

1. Allow me to recommend onion rings with chicken strips for your appetizer. You
will certainly like it, sir. It is so delicious.

2. Aside from our regular pizza, we are also serving pizza with a side of dipping
sauce and mozzarella sir, do you prefer one?

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3. I’m afraid we don’t have mushroom soup today sir but may I suggest we do have
asparagus soup with garlic bread as our soup of the day. Would you like one?

4. Would you prefer to add more cheese and fries for your burger ma’am?

5. Would you like to have a slice of cheesecake with your ordered cup of tea sir?

Exercise No. 2:

Direction: Read and analyze each sentence. Write TRUE if the sentence is correct.
FALSE if the sentence is incorrect.

1. Using negative words like DO NOT and CANNOT needs to be avoided.

2. Establishing a good relationship to guest is not your duty as a food attendant.

3. In upselling, you should have a knowledge of the products your restaurant offers.

4. One of the benefits of an effective selling and upselling is, it increases

professional image and self-confidence.

5. Knowing the needs and wants of your guest could lead to an effective suggestive
selling and upselling.

Activity No.1

Direction: You work as waiter/server in a restaurant. One of your guests ordered

food for his family, but he did not order dessert and beverages. Since it is your task to
make suggestive selling of food and beverages to the customer, what will you do? How
will you apply your skills in order to convince your guest? Explain your answer in a
separate sheet of paper.
Rubric for Scoring
Criteria 5 3 1
CONTENT Clear, detailed Appropriate Unsupported facts
facts facts
UNDERSTANDING Strong Adequate Little/few understanding
understanding understanding
RELEVANT IDEAS Ideas presented are Ideas presented are Ideas presented are not
clear and suggest vague and somewhat clear and do not
upselling suggest upselling suggest upselling
SCORE

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Reflection

Why is it important to develop skills in selling and upselling especially in

food services? How could it help the business?

_________________________________________________
_______________________________________________________
_______________________________________________________
_______________________________________________________.

V. Answer Key

T 5.
T 4.
T 3.
F 2.
F 1.
Exercises 2

5. US
4. US
3. SS
2. US
1. SS

Exercises 1

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