Core UC3 Promoting FB Products

HOW TO USE THIS COMPETENCY BASED LEARNING MATERIAL
Welcome to the Module Promote Food and Beverage Products. This

Module contains training materials and activities for you to complete.
This unit of competency Promoting Food and Beverage Products

contains the knowledge, skills and attitude under the Common Competency
of the qualification Food & Beverage Services NC II.
You are required to go through a series of learning activities in order

to complete each learning outcome of the module. In each learning outcome
there are Information Sheets, Resource Sheets and References Materials for
further reading to help you better understand the required activities. Follow
these activities on your own and answer the self – check at the end of each
learning outcome. Get the answer key from the instructor and check your
work honestly. If you have questions, please don’t hesitate to ask your
facilitator for assistance.
Recognition of Prior Learning (RPL)
You may already have some or most of the knowledge and skills
covered in this module because you have:
• been working for sometime

• already completed training in this area
If you can demonstrate to your trainer that you are competent in a

particular skill or skills, discuss this with the trainer to formally recognize
the learning and so you won’t have to do the same training. If you have
qualifications or Certificates of Competency from the previous trainings,
show them to your trainer. If the skills you acquired are still relevant to this
module, they may become part of the evidence you can present for RPL.
This learning material is prepared to help you achieve the required

competency in Promote Food and Beverage Products. This will be the
source of information for you to acquire the knowledge and skills in this
particular competency independently and at your own pace with minimum
supervision or help from your instructor.
In doing the activities to complete the requirements of this module,

please be guided by the following:
Date Developed: Document No.

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March 2015 Issued by:
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SERVICES NC II
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AND BEVERAGE
TRAINERS Revision # 00
PRODUCTS
• Your trainer will tell you about the important things you need to
consider when you are completing activities and it is important
that you listen and take notes.
• You will be given plenty of opportunities to ask questions and

practice on the job. Make sure you practice your new skills
during regular work shifts. This way you will improve both your
precision and memory and also boost your confidence.
• Talk to more experience workmates and ask for their guidance.
• Use the self-check questions at the end of each section to test

your own progress.
• When you are ready, ask your trainer to watch you perform the
activities outlined in the learning guide.
• As you work through the activities, ask for written feedback on

your progress. Your trainer keeps feedback/pre-assessment
reports for this reason. When you have completed this learning
material and feel confident that you have had sufficient
knowledge and skills, your trainer will arrange for the
Institutional Assessment. The results of the assessment will be
recorded in your Competency Achievement Record and posted
in the Progress Chart.
You need to complete this module before you can perform the next
module which is Provide Food and Beverage Services to Guests.
GOOD LUCK!

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FOOD & BEVERAGE SERVICES NC II
CORE COMPETENCY
List of Competencies
No. Unit of Competency Module Title Code

1 Prepare the dining Preparing the dining
room/restaurant area for room/restaurant area TRS512387
service for service
2 Welcome guests and take food Welcoming guests and

and beverage orders taking food and TRS512388
beverage orders
3 Promote food and beverage Promoting food and

Products beverage products TRS512389
4 Provide food and beverage Providing food and TRS512390

services to guests beverages services to
guests
5 Provide Room service Providing room service TRS512391
6 Receive and handle guests Receiving and TRS512392

concerns handling guests
concerns

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MODULE CONTENT
Qualification : Food and Beverage Services NC II
Unit of Competency : Promote Food and Beverage Products
Module Title : Promoting Food and Beverage Products
Nominal Duration :
Module Descriptor This unit deals with the knowledge and skills
required in providing advice to customers on
food and beverage products in foodservice
enterprises.
Learning Outcomes:
At the end of this module the trainee must be able to:
1. Know the product.

2. Undertake suggestive selling.
3. Carry out upselling strategies.
Assessment Criteria:
1. Names and pronunciation of dishes in the menu are mastered.
2. Ingredients of dishes are memorized.
3. Sauces and accompaniments are known by heart.
4. Descriptions and of every item in the menu are studied.
5. Information about the food items are provided in clear explanations
and descriptions.
6. Items on specials or promos are offered to assist guest rather than
just mentioning the general categories in the menu to help them make
the choice and know what they want.
7. Standard food and beverage pairings are recommended.
8. Several choices are given to provide more options too guests.
9. Descriptive words are used while explaining the dishes to make it more
tempting and appetizing.
10. Suggestive selling is carried out discreetly so as not to be too pushy
or too aggressive.
11. Slow moving but highly profitable items are suggested to increase
guest check.

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12. Second servings of items ordered are offered.
13. Food portion or size is mentioned for possible adjustments with the
orders.
14. New items are recommended to regular guests to encourage them to
try other items in the menu.

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LEARNING OUTCOME SUMMARY
LO 1: KNOW THE PRODUCT
Assessment Criteria:
1. Names and pronunciation of dishes in the menu are mastered.

2. Ingredients of dishes are memorized.
3. Sauces and accompaniments are known by heart.
4. Descriptions and of every item in the menu are studied.
5. Common food allergens are mastered to prevent serious health
consequences.
Contents:
1. Menu categories and product knowledge

2. Food accompaniments
3. Food allergens
Conditions:
Trainees must be provided with the following:
1. Practical work area

2. Tools, Equipment and Supplies
• Menu
3. Training Materials
• Information Sheets
• Self-check
• Answer Key
• Task Sheet
• Performance Criteria Checklist
Methodologies
• Self-paced learning
• Discussion
• Practical demonstration
Assessment Methods:
• Written test
• Observation with oral questioning
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LEARNING EXPERIENCES
Learning Outcome 1 Know the Product

Learning Activities Special Instructions
1.Read Information Sheet 3.1-1 on This Learning Outcome deals with the
Menu Categories & Product development of the Institutional
Knowledge Competency Evaluation Tool which
trainers use in evaluating their trainees
2.Answer self-check 3.1-1 after finishing a competency of the
Compare answer with answer key qualification.
3.1-1
Go through the learning activities
3.Read Information Sheet 3.1-2 on outlined for you on the left column to
Food Accompaniments gain the necessary information or
4.Answer self-check 3.1-2 knowledge before doing the tasks to
Compare answer with answer key practice on performing the requirements
3.1-2 of the evaluation tool.
5. Read Information Sheet 3.1-3 on
The output of this LO is a complete
Food Allergens
Institutional Competency Evaluation
Package for one Competency of Food
6.Answer self-check 3.1-3 and Beverage Services NC II. Your
Compare answer with answer key output shall serve as one of your
3.1-3 portfolio for your Institutional
Competency Evaluation for Knowing
the Product.
After doing all the activities for this LO,

you are ready to proceed to the next LO:
Undertake Suggestive Selling.

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INFORMATION SHEET 3.1-1
MENU CATEGORIES & PRODUCT KNOWLEDGE
Learning Objectives:
After reading this Information sheet you should be able to:
1. Enumerate the different categories of food in the menu; and

2. Give example of each categories.
Introduction
In a restaurant, a menu is a presentation of food and beverage offerings. A

menu may be à la carte – which guests use to choose from a list of options –
or table d'hôte, in which case a pre-established sequence of courses is
served.
Food makes your body work, grow and repair itself. The kind of food you eat
can affect the efficiency of these processes. Body function and the food that
sustains it is infinitely complex. Food is in fact one of the most complicated
sets of chemicals imaginable.
It is usually of plant or animal origin, and contains essential nutrients, such
as carbohydrates, fats, proteins, vitamins, or minerals. The substance is
ingested by an organism and assimilated by the organism's cells to produce
energy, maintain life, or stimulate growth.
Different Categories of foods in Menu:
1. Appetizer
Figure 1
Appetizers are finger foods usually served prior to a meal, or in between
mealtimes, and are also called hors d’oeuvres, antipasti, or starters. They
may range from the very simple to the very complex, depending on the
occasion and the time devoted to making them. Appetizers are a common
accompaniment to aperitifs, cocktails served prior to a meal.
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At dinners, banquets and the like, appetizers may be served prior to a meal.
This is especially common at weddings, when it takes time for the wedding
party and guests to get to a reception after the marriage has taken place.
Hors d’oeuvres may also be served at long parties that occur after a regular
meal time. A mid-afternoon party where there is no intent to serve dinner, or
an evening party that occurs after dinner, may also feature them so that
guests can have the opportunity to snack. They’re an especially good idea
when guests are consuming alcohol, since they help to cut down on alcohol
absorption. Additionally, many restaurants feature a range of finger foods
that are ordered just prior to a meal as a first course.
2. Soup
Figure 2
Soup is a primarily liquid food, generally served warm (but may be cool or
cold), that is made by combining ingredients such as meat and vegetables
with stock, juice, water, or another liquid. Hot soups are additionally
characterized by boiling solid ingredients in liquids in a pot until the flavors
are extracted, forming a broth.
Traditionally, soups are classified into two main groups: clear soups and
thick soups. The established French classifications of clear soups are
bouillon and consommé. Thick soups are classified depending upon the type
of thickening agent used: purées are vegetable soups thickened with starch;
bisques are made from puréed shellfish or vegetables thickened with cream;
cream soups may be thickened with béchamel sauce; and veloutés are
thickened with eggs, butter, and cream. Other ingredients commonly used
to thicken soups and broths include egg, rice, lentils, flour, and grains;
many popular soups also include carrots and potatoes.
3. Salad

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Figure 3
Salad is a dish consisting of small pieces of raw or cooked food mixed with a
sauce and almost always served cold. Salads can be based around a wide
variety of foods including vegetables, fruits, and cooked meat, eggs, and
grains. Garden salads use a base of leafy greens; they are common enough
that the word salad alone often refers specifically to garden salads. Other
types include bean salad, tuna salad, fattoush, Greek salad, and somen
salad.
The sauce used to a flavor a salad is commonly called a salad dressing; well-
known types include ranch, Thousand Island, and vinaigrette.
Most salads are served cold, although some, such as south German potato
salad, are served warm. Some consider the warmth of a dish a factor that
excludes it from the salad category calling the warm mixture a casserole, a
sandwich topping or more specifically, name it for the ingredients which
comprise it.
Salads may be served at any point during a meal, such as:
Appetizer salads, light salads to stimulate the appetite as the first course of
the meal.
Side salads, to accompany the main course as a side dish.
Main course salads, usually containing a portion of heartier fare, such as
chicken breast or slices of beef.
Palate-cleansing salads, to settle the stomach after the main course.
Dessert salads, sweet versions often containing fruit, gelatin and/or
whipped cream.
4. Vegetables

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Figure 4
In culinary terms, a vegetable is an edible plant or its part, intended for
cooking or eating raw. Vegetable servings are highest in the Entrées, Entrée
Salads and Sides categories. The menu categories with the highest percent
of vegetable servings are the Kids Menus, Beverages and Add-On categories.
Trends for menu fruit and vegetable servings have varied for different
segments of the restaurant industry. The segments analyzed in this report
include:
Quick Service Restaurants (QSR):
Examples: Burger King, McDonald’s, Carl’s Jr.
Casual Dining (CD):
Examples: Applebee’s, Chili’s, T.G.I. Friday’sM
Vegetables in Sandwiches may be included as an accompaniment, such as
lettuce and tomato, or as center of the plate, such as grilled vegetables or
eggplant parmesan. Examples of vegetables offered include greens, and
other fresh vegetables such as broccoli, shredded carrots and peas.
Examples of vegetables as sides include potatoes, corn, broccoli, sautéed
vegetables, and other fresh vegetables.
Vegetable classifications:
Vegetables are classified according to which part of the plant is eaten. Some
vegetables fit into more than one category when several different parts of the
plant are edible, e.g. both the roots and leaves of beetroot can be eaten.
1. Bulbs- Usually grows just below the surface of the ground and produce a
fleshy, leafy shoot above ground. Bulbs usually consist of layers, or
clustered segments.
e. g. fennel, garlic, leek, onion, shallot, spring onion
2. Flowers- The edible flowers of certain vegetables.
e.g. artichoke (globe), broccoflower, cauliflower, broccoli, choi sum, courgette
or other squash flowers, gai lan (Chinese sprouting broccoli)

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3. Fruits- Vegetable fruit are fleshy and contain seeds.
e. g. bitter melon, , chilli, , cucumber, eggplant, , and squash,
4. Fungi- When referring to vegetables, fungi are commonly known as
mushrooms.
5. Leaves- The edible leaves of plants.
e. g. cabbage, lettuce, spinach and other leafy vegetables
6. Roots- Usually a long or round-shaped taproot.
e. g. carrot, radish, and singkamas
7. Seeds- (Legumes) apart from sweetcorn, seeds grow in pods which are
sometimes eaten along with the seed.
e. g. bean (green, pea, snow pea, sweet corn)
8. Stems- The edible stalks of plants when the stalk is the main part of the
vegetable.
e. g. asparagus, celery,
9. Tubers- Vegetables which grow underground on the root of a plant.
e. g., potato, yam
5. Seafood’s
Figure 5
Seafood is any form of sea life regarded as food by humans. Seafood

prominently includes fish and shellfish. Shellfish include various species of
mollusks, crustaceans, and echinoderms. Historically, sea mammals such
as whales and dolphins have been consumed as food, though that happens
to a lesser extent in modern times. Edible sea plants, such as some seaweed
and microalgae, are widely eaten as seafood around the world, especially in
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Asia (see the category of sea vegetables). In North America, although not
generally in the United Kingdom, the term "seafood" is extended to fresh
water organisms eaten by humans, so all edible aquatic life may be referred
to as seafood. For the sake of completeness, this article includes all edible
aquatic life. Seafood tends to refer to animals (rather than plants such as
seaweed) which are considered edible.
The "Larousse Gastronomique" defines seafood as meaning crustaceans and
shellfish, saying that seafood dishes can sometimes include slices of fish,
just as they would include slices of vegetables, but that doesn't make the
fish or vegetables seafood just because they are included.
Fish, oysters, clams, lobsters, and calamari are all seafood and are
served at many different types of seafood restaurants. Raw bar and oyster
bars serve shellfish straight from the sea, while a fish grill offers up meatier
fish specialties cooked over hot coals. On the coast, fish houses get the fresh
catches directly from the dock. All these seafood restaurants need seafood
menu templates. Our menus feature fresh, clean designs with images from
the ocean.
6. Meat
Meat is animal flesh that is eaten as food. Meat is mainly composed of water
and protein, and is usually eaten together with other food. It is edible raw,
but is normally eaten after it has been cooked and seasoned or processed in
a variety of ways.
Animals that are commonly domesticated for meat are cows, bulls, goats,
sheep, pigs, etc. Certain animals, like camels and kangaroos, are raised in
specific geographic locations only. Even wild animals like wild boar are
killed and their flesh is used for human consumption. The flesh of animals
hunted (not domesticated) for meat is called game meat. While beef is the
meat of cow, flesh of calves is called veal. Lamb is the meat of young sheep,
whereas mutton is the flesh of adult sheep. The meat of deer is referred to as
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venison. Meat is available in different types and cuts too. Meat like beef,
pork, mutton, etc., comes under the category of red meat that is said to be
unhealthy, if consumed in large amounts. The images given below are the
different types of mammal meat that are consumed widely.
The term poultry refers to those birds that are domesticated for their eggs
and meat. They include chicken, duck, goose, pigeon, turkey, guinea fowl,
emu, ostrich, etc. When compared to red meat, poultry is said to be
healthier. As in case of mammalian meat, poultry too is available in different
cuts, like breast meat, drumsticks, wingette, thigh, etc. Apart from the
domesticated ones, wild birds are also hunted for consumption.
As in case of poultry, fish is also not included in the conventional meaning
of meat. Fish is a staple food in many parts of the world. Both freshwater
and seawater fish are consumed by humans. Huge fish like dolphins and
whales are also consumed in some regions. When compared to red meat and
poultry, most of the fish are said to be good for health, as they are low in fat
and contain omega-3 fatty acids. While small fish like sardines are highly
recommended by nutritionists, bigger ones like tuna are said to contain
mercury which is unhealthy. So it is better to restrict consumption of bigger
fish.
List of red meat:
Roe deer meat Diced pork
Horse Meat Diced

Beef

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Wild boar meat Ground bison
meat
Lamb meat
Figure 6
List of White meats:
Turkey Chicken
flesh
Duck fillet Ostrich

Meat

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Raw Quail Rabbit
Stuffed Guinea
Pigeon fowl
Halibut Shark fillet

steak
Raw salmon Catfish

fillet

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Blue fin tuna Swordfish
Figure 7
7. Entrée
Figure 8
The main course is the featured or primary dish in a meal consisting of
several courses. It usually follows the entrée ("entry") course. In the United
States and parts of Canada, it may in fact be called "entrée". The main
course is the featured or primary dish in a meal consisting of several
courses. It usually follows the entrée ("entry") course. In the United States
and parts of Canada, it may in fact be called "entrée". The main dish is
usually the heaviest, heartiest, and most complex or substantive dish on a
menu. The main ingredient is usually meat or fish; in vegetarian meals, the
main course sometimes attempts to mimic a meat course.
It is most often preceded by an appetizer, soup, and/or salad, and followed
by a dessert. For those reasons the main course is sometimes referred to as
the "meat course".
8. Dessert

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Figure 9
It is a typically sweet course that concludes an evening meal. The course
usually consists of sweet foods, but may include other items.
There is a wide variety of desserts in the world’s cultures including cakes,
tarts, cookies, biscuits, gelatins, pastries, ice creams, pies, puddings,
custards, sweet soups and candies. Fruit is also commonly found in dessert
courses because of its naturally occurring sweetness.
These are some major categories in which desserts can be placed.
1. Cakes- Cakes are sweet tender breads made with sugar and delicate flour.
Cakes can vary from light, airy sponge cakes to dense cakes with less flour.
In addition, small-sized cakes have become popular in the form of cupcakes
and petits fours.
2. Chocolates and candies- Many candies involve the crystallization of sugar
which varies the texture of sugar crystals. Candies can be found in many
different forms including caramel, marshmallows, and taffy.
3. Cookies- Cookies are similar to cakes (the word coming from the Dutch
word koekje meaning little cake). Historically cookies were small spoonfuls
of cake batter placed in the oven to test the temperature. Cookies can come
in many different forms. Examples include layered bars, crispy meringues,
and soft chocolate chip cookies.
4. Custards and puddings- These kinds of sweets usually include a
thickened dairy base. Custards are cooked and thickened with eggs. Baked
custards can include crème brûlée and flan. Puddings are thickened with
starches.
5. Donuts-Donuts are a sweet that can be considered a breakfast or dessert.
It is considered a deep fried dessert made from flour. It is the shape of a
circle, and sometimes has a hole in the center.
6. Frozen desserts- ice cream and gelato both fit into this category. Ice
cream is a cream base that is churned as it is frozen to create a creamy
consistency, while gelato uses a milk base and has less air than ice cream.
Thirdly, sorbet is made from churned fruit and is not dairy based.
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7. Pastries- Pastries can either take the form of light and flaky bread with an
airy texture or unleavened dough with a high fat content. Pastries can be
eaten with fruits, chocolates, or other sweeteners and are often eaten with
tea.
8. Pies- Pies and cobblers are a crust with a filling. The crust can be either
made from either a pastry or crumbs. The fillings can be anything from
fruits to puddings.
9. Miscellaneous desserts- Many desserts cannot be categorized such as
cheesecake. Though cheesecake is a similar to custard, it is named "cake".
Many desserts can span the categories and several don't fit in a category at
all.
9. Beverages
Drinks, or beverages, are liquids specifically prepared for human

consumption. In addition to basic needs, beverages form part of the culture
of human society. Although most beverages, including juice, soft drinks, and
carbonated drinks, have some form of water in them, water itself is often not
classified as a beverage, and the word beverage has been recurrently defined
as not referring to water.
Figure 10
An alcoholic beverage is a drink containing ethanol, commonly known as

alcohol, although in chemistry the definition of an alcohol includes many
other compounds. Alcoholic beverages, such as wine, beer, and liquor, have
been part of human culture and development for 8,000 years.
Non-alcoholic beverages often signify drinks that would normally contain

alcohol, such as beer and wine but are made with less than .5 percent
alcohol by volume. The category includes drinks that have undergone an
alcohol removal process such as non-alcoholic beers and de-alcoholized
wines.

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SELF-CHECK 3.1-1
Multiple choice: Choose the letter of the correct answer.
1. It is a presentation of food and beverage offerings in a restaurant.
a. Wine b. Menu c. Bill d. Course
2. Which of the following is NOT an example of appetizer?
a. Shrimp cocktail b. Canape c. Beef steak d. Calamaris
3. What is the other term of appetizer?
a. Dessert b. hor’s doeuvres c. potage d. Consommé
4. It is a primarily liquid food, generally served warm.
a. Beverage b. Dessert c. soup d. Appetizer
5. Which of the following is an example of salad dressing?
a. Vinaigrette b. Thousand Island c. mayonnaise d. All of the above
6. It is an edible plant or its part intended for cooking or eating raw?
a. Fruits b. meat c. Vegetables d. None of the Above
7. Which of the following is an animal flesh that is eaten as food?
a. Root crops b. Vegetables c. Meat d. All of the above
8. Which of the following is not an example of white meat?
a. Beef b. Fish c. Chicken d. Ostrich meat
9. Which of the following is an example of Red meat?
a. Duck fillet b. Blue fin tuna c. Salmon d. Pork
10. It is also known as entrée.
a. Dessert b. Soup c. Main course d. Appetizer

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ANSWER KEY 3.1-1
Multiple Choice.
1. B
2. C
3. B
4. C
5. D
6. C
7. C
8. A
9. D
10. C

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FOOD ACCOMPANIMENTS
1. Enumerate the basic mother sauces;

2. Know the different salad dressing; and
3. Know the specific wine accompaniment.
Introduction
Accompaniments are highly flavored seasonings of various kinds

offered with certain dishes. The object of offering accompaniments with
certain dishes is to improve the flavor of the food or to counteract its
richness, e. g. Apple sauce with roast pork. Many dishes have separate
accompaniments and as they are not always mentioned on the menu, the
waiter must know them. He should always have specific accompaniments
ready for service at the right time. Hot adjuncts come with the dish from the
kitchen, but cold sauces are often to be found at the buffet or sideboard.
They should be served directly with a dish to which they belong. They
should be served from the guest’s left on to the top right of his plate (not on
the rim).
While serving from a sauceboat, the boat should be on an under dish

or small plate, carried on the palm of the left hand. In serving, the
sauceboat, lip should point towards the guest’s plate. The spoon, or ladle,
should be passed over the lip. Sauces are not to be poured from a boat.
Accompaniments should be compatible with the entrée. The simpler

the entrée, the more complicated the accompaniments. The more
complicated the entrée, the simpler the accompaniments. Avoid serving
accompaniments that have strong flavors with delicate entrées. Example,
serving a hearty braised red cabbage with a delicate sole. Avoid combining
fried vegetables and starches with fried entrées. Avoid serving a creamed
vegetable or starch with an item that has a veloute, cream or béchamel-
based sauce.
Sauces
In cooking, a sauce is liquid, cream or semi-solid food served on

or used in preparing other foods. Sauces are not normally consumed by
themselves; they add flavor, moisture, and visual appeal to another
dish. Sauce is a French word taken from the Latin salsa, meaning
salted. Possibly the oldest sauce recorded is garum, the fish sauce used
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by the Ancient Greeks. Sauces need a liquid component, but some
sauces (for example, pico de gallo salsa or chutney) may contain more
solid elements than liquid. Sauces are an essential element in cuisines
all over the world.
Sauces may be used for savory dishes or for desserts. They can be
prepared and served cold, like mayonnaise, prepared cold but served
lukewarm like pesto, or can be cooked like bechamel and served warm or
again cooked and served cold like apple sauce. Some sauces are industrial
inventions like Worcestershire sauce, HP Sauce, or nowadays mostly bought
ready-made like soy sauce or ketchup, others still are freshly prepared by
the cook. Sauces for salad are called salad dressing. Sauces made by
deglazing a pan are called pan sauces. A cook who specializes in making
sauces is a saucier.
The Five basic mother sauces
Knowing the five basic “mother sauces” is as helpful to the waiter as it is to

the chef. Understanding these sauces will help you read menus, suggest
what to order, and determine what wines might pair best with the meal.
The five mother sauces differ based on their main ingredient and thickening
agent. Although the five mother sauces are usually not consumed in their
original state, they can be made into many secondary sauces by adding
herbs, spices, or other ingredients. Below is a description of each mother
sauce with examples of their common secondary sauces.
1. Béchamel – Béchamel sauce,

also known as white sauce, uses
milk as a base and is thickened
with a white roux. Béchamel
sauces are commonly flavored
with onion, shallots, pepper, or
nutmeg. Secondary sauces that
are made with béchamel include
cheese sauces, cream sauces, or
Mornay sauce. Béchamel based
sauces are often served with
pasta, vegetables, eggs, or
poultry.
2. Espagnole – Espagnole, often
referred to as brown sauce, uses
a brown stock, such as beef, as a
base and is thickened with a
brown roux. It is often flavored

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with aromatics, savory herbs, or
tomato paste. It is commonly
made into secondary sauces such
as mushroom sauce, Demi Glace,
Sauce Madeira, or Bordelaise.
These sauces are commonly
served with roasted meats, such
as beef, veal, lamb, or duck.
3. Hollandaise – Hollandaise
sauce is a rich creamy sauce that
uses butter as a base and is
thickened through the science of
emulsions. Hollandaise sauces
are often flavored with
peppercorns, cayenne, lemon, or
vinegar and can be made into
secondary sauces such as
Maltaise, Mousse line, or
Béarnaise. Hollandaise sauces
are often served with eggs,
vegetables, or poultry.
4. Red Sauce – Red sauces have

a tomato base and are thickened
with purees, by reduction, or a
roux. Red sauces can be flavored
with mirepoix, meat stock, or
salted pork. Secondary sauces
commonly made from red sauce
include Puttanesca, Creole, or
Spanish. Red sauces can be
served with nearly everything,
including pasta, vegetables, fish,
beef, veal, poultry, or polenta.

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5. Veloute – Veloute sauces use
chicken, fish, or another white
stock as a base and are
thickened either with a roux or a
liason (egg yolk and cream).
Examples of secondary sauces
made with a veloute include
mushroom sauces, curries, herb
sauces, or white wine sauce.
Veloute sauces are often served
with lighter dishes such as
vegetables, fish, pasta, or poultry.
Figure 1
Salad dressing is a condiment used to enhance the flavor and texture of

salad, ranging from simple green salads to more elaborate versions. A
number of materials are used as bases for salad dressing, such as oils, dairy
products, and mayonnaise. Oils are the basis of vinaigrettes, simple blends
of oil, vinegar, and herbs, and they are also used in many Asian dressings,
along with ingredients such as soy sauce. Dairy products like cream, yogurt,
and crème fraiche, are also common bases for dressings, especially in
Eastern Europe.
In addition to a base, a dressing can include a wide variety of things,

including fresh herbs, pickled vegetables or relish, fermented foods like
vinegar or soy sauce, nuts, and dried or fresh fruit. Other condiments, such
as salad cream or ketchup, can also be included, as can spicy additions, like
chilies, and sweet ones, such as sugar and molasses. Many cultures have a
specific dressing in common usage, such as the blend of yogurt, dill,
cucumber, and lemon juice used in the Mediterranean to dress simple
salads, or the vinaigrette, which is in wide use in France and Italy.
Dressings can be thick and creamy, as is the case with blue cheese and
ranch dressings, which use a dairy base, or they may be light and runny.
Some are even designed for a specific salad, like Caesar dressing for the
salad of the same name. Many cultures also have specific preferences about
the amount that is used, with some salads being drenched in dressing,
while others are only lightly spritzed with just enough to be refreshing.
Many dressings can also be used as dips for bread and vegetables as well as
for salads. Typically, they are designed to be shaken before use to combine
all of the ingredients, and stored under refrigeration when not in use to keep
them fresh and cool.
Examples of salad dressing:

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a. Vinaigrette Dressings- One of the
most common types of salad
dressings available, vinaigrettes
combine vinegar and oil in its most
simple form, with herbs and spices
added for flavor. For example; adding
garlic, oregano, parsley, basil and
lemon juice turns it into an Italian
dressing. Other vinaigrettes use
different types of vinegar such as
balsamic, a dark vinegar made from
grape juice. Likewise, a red wine
vinaigrette combines red wine
vinegar with olive oil and optional
herbs and spices. Other common
vinaigrettes include Greek dressing
and raspberry vinaigrette.
b. Creamy Dressings- Mayonnaise is
the base for the most-known creamy
dressings, such as Caesar, blue
cheese and ranch dressings.
According to Slate Magazine, ranch
dressing has been the best-selling
salad dressing in the United States
since 1992. This creamy dressing,
invented by the owners of a
California dude ranch, combines
mayonnaise with buttermilk, lemon
juice, salt, pepper, paprika, mustard
powder and fresh chives and dill.
c. Citrus Dressings- For citrus

dressings, lemon, lime, grapefruit or
orange juice is combined with herbs,
spices and olive oil. For a basic
citrus dressing, combine lemon juice
with olive oil, and seasonings of your
choice. Citrus juice is often
combined with sweet ingredients
such as honey or fruit. One such
dressing combines orange juice, lime
juice, honey, grated orange peel and
olive oil, perfect for a salad that
includes fruits such as strawberries,
blueberries and tangerines.

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d. Cooked Salad Dressings- While
most salad dressings simply combine
raw ingredients, others include
ingredients that need to be cooked.
For a southern-boiled salad dressing,
raw egg is whisked into seasoned
flour, along with mustard and
evaporated milk. Cream and vinegar
is added until the mixture thickens.
Finally, butter is stirred in before
placing the whole mixture in the
fridge to chill. Caesar salad is also
considered a cooked salad when you
use the coddled eggs, which have
been simmered briefly in hot water.
e. Mayonnaise Salad Dressing- A
mayonnaise-type of salad dressing
looks like mayonnaise that you
spread on your sandwich, but is
cooked. In addition, it is creamier
and consists of base ingredients
such as vegetable oil, egg yolk, lemon
juice and vinegar. The most popular
mayonnaise-type of salad dressing is
ranch dressing.
Figure 2
Specific wine suggestions:
Every waiter must be familiar with the restaurant wine list so he will be able
to make the right wine recommendation to the customer.
Food Wine suggestions

Appetizer Dry white champagne and dry sherry
Fish/ seafood Dry/ medium dry white wine
Beef Hearty red wine
Meat Light red/ full bodied white wine
Ham or pork Dry/medium dry white or rose wine
Turkey, Duck or Chicken Full-bodied White or Light Red wine
Game (Venison, Pheasant, wild duck) Hearty red wine
Lasagna, Spaghetti, Pizza Hearty Red wine
Cheese full-flavored Hearty Red, Sweet White (with
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Roquefort) Wine
Cheese Mild Semi-sweet Sparkling Wine, Sweet
White Wine or Port Wine
Curry Dishes Dry White, Dry Rose

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SELF- CHECK 3.1-2
Answer the following.
1. What is food accompaniment?
2. Define sauce.
3. Enumerate the five mother sauces.
4. Discuss the uses of salad dressing.
5. Give examples of salad dressing.

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ANSWER KEY 3.1-2
1. It is a highly flavored seasonings of various kinds offered with certain

dishes.
2. A sauce is liquid, cream or semi-solid food served on or used in preparing

other foods.
3. Veloute, hollandaise, Béchamel, Red sauce, espagnole.
4. Used to enhance the flavor and texture of salad, ranging from simple
green salads to more elaborate versions.
5. Mayonnaise, Cooked salad dressing, Vinaigrette dressing

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FOOD ALLERGENS
1. Define food allergy;

2. Describe the symptoms of food allergy;
4. Differentiate food Intolerance and food allergy; and
5. Enumerate the most common individual allergy.
Introduction
The term allergy is often misused to describe everything from a
headache through to tummy bloating, and you may have the
impression that every second child you meet is allergic. A food allergy is
when the body's immune system reacts unusually to specific foods. True
food allergy is a serious life-threatening condition.
Allergic reactions are often mild, but they can sometimes be very
serious. In young children, common food allergies include milk and eggs. In
adults, allergies to fruit and vegetables are more common. Nut allergies,
including peanuts, are relatively common in both school-age children and
adults. Symptoms of a food allergy can affect different areas of the body at
the same time.
Some common symptoms include:

• an itchy sensation inside the mouth, throat or ears
• a raised itchy red rash (known as urticaria or hives)
• swelling of the face, around the eyes, lips, tongue and roof of the
mouth (known asangioedema)
• vomiting
The difference between food allergy and food tolerance:
Food allergies and food intolerances can have similar symptoms,
but are very different conditions. Intolerances, such as lactose
intolerance and celiac disease, can cause someone to feel ill. Food
allergies not only can make someone feel ill, but also can cause a life-
threatening reaction.

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Food intolerance means either:
• the body cannot properly digest the food that is eaten
• a particular food might irritate the digestive system
Symptoms of food intolerance can include nausea, gas, cramps,
abdominal pain, diarrhea, irritability, nervousness, or headaches.
A food allergy occurs when the body's immune system, which
normally fights infections, sees the food as an invader. This leads to a
response from the immune system — an allergic reaction — in which
chemicals like histamine are released in the body. The reaction can
cause symptoms like breathing problems, throat tightness, hoarseness,
coughing, vomiting, abdominal pain, hives, swelling, or a drop in blood
pressure. In food allergy, the immune system does not know when to
stop and so the reaction keeps going and can be life threatening. This
is called an anaphylactic reaction. The reaction usually occurs within
30 minutes of exposure to the food, either by eating or, in some people,
by touching or coming into contact with the food containing the
protein.
Eating a microscopic amount of the food, or sometimes even
touching or inhaling it, can lead to a serious allergic reaction. For this
reason, those with food allergies must avoid the problem food entirely
and always carry emergency injectable epinephrine.
In contrast, many with food intolerances can ingest a small
amount of the bothersome food without a problem. Food intolerance,
on the other hand, is sensitivity to the chemicals found in food. These
chemicals can be naturally occurring or be added by manufacturers.
The one you might be most familiar with is MSG (monosodium
glutamate), also represented by the number 621 on food packaging
labels. This chemical occurs naturally in certain foods such as aged
cheese and mushrooms or it can be added during processing to enhance
flavor in savory snack foods, such as flavored crisps and two-minute
noodles. Unlike food allergy, the reaction may take several days to
appear. Not all chemicals are a problem for sensitive people.
Most common Individual allergy:
Food allergies exist in many different forms. Find out more about the food
allergy you suffer from:
1. Milk Allergies
Milk protein allergy is an allergic reaction to proteins commonly found in

cow’s milk. It is caused by your immune system reacting because it believes

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the protein in the milk is a threat to your body. Your immune system will do
it's best to get rid of the invader, just as it would a foreign virus or poison.
During the allergic reaction your body releases histamine, a chemical which
causes blood vessels to dilate and leak, mucous membranes to start
producing skin rashes, vomiting and other effects.
Rice milk and Soy milk and tofu are excellent substitutes. Avoid any dairy
products such as butter, cheese, some margarines, cream and milk
powders.
2. Gluten free (Celiac)
Gluten is a protein found in all forms of wheat (including durum,

semolina, and spelt), rye, oats, and barley. When people with celiac disease
consume gluten, the absorptive villi in the small intestine are damaged,
preventing the absorption of many important nutrients. The long-term effect
of untreated celiac disease can be life threatening. However, with a
completely gluten-free diet, the intestinal lining will heal completely allowing
most patients to live a normal, healthy life as long as they remain free of
gluten in their diet. Even a small amount of gluten can cause symptoms to
reoccur.
(Gluten is found in Oats is only true partially. Oat itself does not
contain Gluten. Gluten is a byproduct added via harvesting or processing
with other products that do have Gluten. The number of products and
facilities that provide Gluten Free Oat is increasing. Specialty Markets
provide many Gluten Free Oat products. We Celiac can eat Oat, Oat just
needs to be kept Gluten Free via the production method.)
Products to be avoided in any form are;
• Wheat
• Barley
• Rye
• Oats
• Spelt, semolina, millet, buckwheat
• Commercial salad dressing
• Instant coffee, malted milk,
• Canned stock, soup
• Avoid white vinegar, beer, ale and anything made from grain alcohol
• Curry powders, dry seasoning, some gravy mixes
• Oil that was previously used for frying breaded foods
• Canned tuna (except tuna containing only water and salt)
3. Corn Allergy- Though not considered a common food allergen in the U.S.,
corn allergy is increasingly being discussed in doctors’ offices across the
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country. There is no agreement yet on the number of people in the U.S. with
corn allergy.
One study reported 2 per cent of nearly 4,500 respondents self-

reported they were allergic to corn. Corn allergy can be difficult to diagnose
using standard skin or blood tests due to cross reactivity between corn and
grass pollens, and other seeds and grain.
Whatever the number, allergic reactions to corn can be very serious.

There are published case reports that have reported life-
threatening anaphylactic reactions to corn, including reactions to corn-
starch used in surgical glove powder.
The U.S. is the world’s largest producer of corn, also known as maize,
which is the nation’s top crop. Individuals avoiding corn should avoid both
raw and cooked forms of corn.
Corn is found in a wide variety of packaged foods, such as:
• Cereals
• Candies
• Jams
• Syrups
• Sauces
• Snack foods
• Canned fruits
• Prepared meats like hot dogs and deli meats
• Beverages
4. Egg Allergy- In just one month, 6 billion eggs are produced in the United
States and distributed to food service establishments, retail stores, food
manufacturers, and exporters. The ubiquitous egg also happens to be one of
the most common food allergens, affecting approximately 0.2% of
Americans. This equates to more than 600,000 Americans.
Studies show that about 70 percent of individuals outgrow egg allergy

symptoms by age 16. However, egg allergies not uncommonly persist in
people with elevated levels of IgE antibodies to egg1.
Most allergic reactions to egg involve the skin; in fact, egg allergy is the most
common food allergy in babies and young children with eczema. Egg allergy
reactions can range from minor conditions such as hives to severe reactions
such as anaphylaxis, which may cause death.

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Individuals who are allergic to eggs should be aware that egg protein
exposure can occur unexpectedly when eating many foods. Most people
know eggs are contained in baked goods such as cakes and muffins, but
they may not realize they are also in foods such as canned soups, salad
dressings, ice cream, and meat-based dishes like meatballs and meatloaf.
Some commercial egg substitutes contain egg protein and should be avoided
by those with egg allergy. Egg-allergic individuals should practice vigilant
label-reading and ask questions about ingredients and preparation methods
before eating foods prepared by others.
5. Eosinophilic Esophagitis- Eosinophilic esophagitis, also known as EE or

EoE, is an allergic inflammatory disease and typically chronic disorder that
affects from one to four of every 10,000 people in the United States. It is a
recently recognized disease with increasing diagnoses, resulting in part from
growing awareness of the condition.
People of all ages can be affected by eosinophilic esophagitis, with symptoms

that may vary by age range and individual differences. Those who suffer
from eosinophilic esophagitis have a large number of eosinophils—a type of
white blood cell that is normally found in small numbers in the blood—and
inflammation in the esophagus. A large number of eosinophils in the
esophagus may result from a food allergy reaction, acid reflux, or airborne
allergens, which can contribute to inflammation, or injury to the esophageal
tissue.
An estimated 50 percent of patients with eosinophilic esophagitis also have

seasonal allergies or asthma. Many others also have food allergies or
eczema. Some patients note a seasonal flare up of the condition, typically in
the spring and in the summer. Researchers studying eosinophilic
esophagitis have identified a possible environmental link to mold, and
theorize that both genetic and environmental factors play a role in the
development of the disease.
6. Fish Allergy- Astoundingly, there are more than 20,000 species of

finfish. Allergists generally recommend that individuals with fish allergy
avoid all fish, even though it is possible for some who are allergic to one type
of fish to safely eat other types. For example, someone might be allergic to
halibut, but may regularly eat salmon without a reaction.
If your allergist has determined that you may eat certain types of fish,
take extra precautions to avoid cross-contact (when two foods come into
contact with each other and their proteins mix) when purchasing fish from a
market or when dining out. There’s also the widespread issue of mislabeling
of fish, as some restaurants have been found to substitute cheaper types of

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fish instead of what is advertised on the menu. Clearly communicate your
allergy with food service staff.
Due to the increased risk for cross-contact during food preparation, it

is best to avoid seafood restaurants in general, even if you plan to order a
non-seafood dish. Avoid areas where fish is being cooked, as proteins may
be released into the air during cooking.
As with other foods, the symptoms of a fish allergy may include hives
or skin rash, nausea, stomach cramps, indigestion, vomiting, diarrhea,
stuffy/runny nose, sneezing, headaches, and asthma. Symptoms may range
from mild to severe. A severe allergic reaction is known as anaphylaxis,
which is rapid in onset and may cause death.
7. Food Additive Intolerance- Food additives are used to increase shelf life,
improve flavours, and change the appearance of many foods. They include:
• Artificial colorings and flavorings

• Antioxidants
• Preservatives
• Emulsifiers
• Sweeteners
• Flavor enhancers
Some reactions to additives may be similar to food-allergic reactions such

as hives and swelling while other symptoms include:
• Flushing
• Headaches
• Chest discomfort
• Asthma
There are few studies on food additive reactions, but they are estimated to
be quite rare (under one percent in adults). Among people with allergies, the
occurrence can range from two to seven percent.
There are thousands of additives, yet a relatively small number seem to

cause reactions, including:
• MSG, associated with headaches

• Sulfites, which can prompt asthma people with sulfite sensitivity
• Red (carmine) and yellow (annatto) food coloring, which have been
linked to anaphylaxis (a serious reaction that occurs rapidly and may
cause death); and
• Nitrates, which have reportedly caused hives and itching.

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8. Meat Allergy- Meat allergy includes beef, lamb, pork, or meat from any
other mammal – even whale and seal. While we do not definitively know the
number of people in the U.S. affected by meat allergy, we do know that meat
allergy is uncommon.
Similar allergies include poultry allergy, such as chicken, turkey, and duck.
A meat allergy can develop any time in life. If you are allergic to one type of
meat, there is a high risk that you may be allergic to other meats or poultry.
Studies have found that a small percentage of children with milk allergy are
also allergic to beef. Talk with your allergist to see if you should remove beef
from your milk-allergic child’s diet.
Symptoms of meat allergy can range from mild to severe, and may include:
• Hives or skin rash

• Nausea, stomach cramps, indigestion, vomiting, diarrhea
• Stuffy/runny nose
• Sneezing
• Headaches
• Asthma
• A severe allergic reaction is known as anaphylaxis, which starts
rapidly and may cause death.
If you suspect a meat allergy, consult with an allergist, who can evaluate
your medical history and conduct tests, which could include an oral food
challenge, prior to providing a diagnosis.
9. Oral Allergy Syndrome- Some people experience itchiness in their mouth

and throat (sometimes with mild swelling) immediately after eating fresh
fruit or vegetables. This is known as oral allergy syndrome.
Oral allergy syndrome is not a true food allergy. It is caused by allergy
antibodies mistaking certain proteins in fresh fruits, nuts or vegetables for
pollen.
Oral allergy syndrome generally does not cause severe symptoms, and it is
possible to deactivate the allergens by thoroughly cooking any fruit and
vegetables.
10. Peanut Allergy-peanut butter and jelly sandwiches have long been a
staple in a child’s diet, but for a growing segment of children, this typical
lunch could cause a life-threatening reaction. Peanut allergy, estimated to
affect approximately 400,000 school-aged children in the United States, is
one of the food allergens most commonly associated with sudden and severe
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reactions such as anaphylaxis. In recent years, awareness about peanut
allergy in children has risen, coinciding with the rise in the prevalence rate.
One study concluded that the incidence of peanut allergy among children
more than tripled from 1997 to 2008.
There are several misconceptions about peanut allergies. A peanut is a

legume (belonging to the same family as soybeans, peas, and lentils), not a
tree nut. And while it was previously believed that peanut allergy was
lifelong, studies have shown that about 20 percent of individuals with
peanut allergy eventually outgrow it.
11. Shellfish Allergy- Shellfish is the common food allergen that more often
than any other sends food-allergic people, aged 6 years or older, to the
emergency department. It’s also one of the top food allergens among adults.
In fact, most people with shellfish allergy do not develop it until
adulthood. Overall, shellfish allergy affects nearly 7 million people, or about
2.3 percent of the U.S. population.
A shellfish allergy is distinct from an allergy to fish. Those who are allergic
to shellfish do not necessarily have to avoid fish, and vice-versa.
Within the shellfish family, it is the crustacean group (e.g., shrimp, lobsters,
crabs) that causes the greatest number of allergic reactions. Many shellfish-
allergic people can tolerate mollusks such as scallops, oysters, clams, and
mussels; however, anyone with shellfish allergy symptoms should consult
with an allergist before eating any kind of shellfish.
Fortunately, shellfish is an ingredient that is rarely “hidden” in foods where

you might not expect to find it. Shellfish may be found in fish stock, seafood
flavoring (e.g., crab extract), sushi, and surimi. In the United States, if a
packaged food contains shellfish as an ingredient, labeling regulations
require the specific shellfish to be listed. These regulations apply only to
crustacean shellfish, not to mollusks.
12. Soy Allergy Henry Ford had such a keen interest in soy that he once
wore a suit made entirely from soybeans. While this fashion statement never
caught on, soybean production exploded. An inexpensive source of protein,
soy can be found in many processed foods, making this major food allergen
difficult to avoid.
It is estimated that approximately 0.4 percent of American children, or

about 298,410 under the age of 18, are allergic to soy, which is a member of
the legume family. Soy allergy symptoms are usually mild; soy-
related anaphylaxis—a serious and rapid-onset reaction that may cause
death—is rare.

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Soy allergy foods to avoid
Soy is found in some infant formulas, canned broths, soups, canned tuna,
processed meats and hotdogs, and many other processed foods. Those with
soy allergy should be aware that soy is often found in Asian cuisine and
sometimes contained in deli meats, chicken nuggets, low-fat peanut butter,
alternative nut butters, and even vodka.
Most individuals allergic to soy can safely eat highly refined soybean oil (not
cold pressed, expeller pressed, or extruded oil). Ask your allergist whether
or not to avoid this ingredient. Caution should also be used when eating
foods that have been fried in any type of oil, due to the risk of cross-contact.
For example, if a soy-containing food is fried in oil, that oil will contain soy
protein. If a non-soy-containing food is then fried in that same oil, the food
could cause a reaction in an individual allergic to soy.
Another question that often arises for those who are allergic to soy is
whether they can eat foods that contain soy lecithin—a mixture of fatty
substances derived from soybean processing. Soy lecithin can be safely
consumed by most soy-allergic people, but ask your allergist if soy lecithin
should be avoided.
13. Tree Nut Allergy- From the popular walnut to the lesser-known lichee
nut, tree nuts come in various shapes and sizes. Along with peanuts and
shellfish, tree nuts are one of the major food allergens most often linked
to anaphylaxis—a serious, rapid onset allergic reaction that may cause
death—and emergency department visits. Tree nut allergy is also considered
to be live long in most tree nut allergic individuals; fewer than 10 percent of
people with tree nut allergy symptoms outgrow it.
There’s often confusion between peanuts and tree nuts. Peanuts, which are
legumes, are unrelated to tree nuts. Research findings have indicated that
28 percent to 50 percent of patients who are allergic to peanuts also react to
at least one tree nut.
Tree nut foods to avoid
People who are diagnosed with an allergy to a specific tree nut may be able
to tolerate other tree nuts, but allergists usually advise their tree nut
allergy patients to avoid all nuts. Tree nuts are commonly used as garnishes
in salads, as a featured ingredient in Asian dishes, and as an ice cream
topping. They may also be found in baking mixes, breading, sauces,
desserts, and baked goods.
SELF-CHECK 3.1-3

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Essay.
1. What is food allergy?

2. What is food tolerance?
3. What are the foods to be avoided for gluten allergy?
4. Give examples of the symptoms for food allergy.
5. Give examples of common individual allergy.

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ANSWER KEY 3.1-3
Essay.
1. A food allergy is when the body's immune system reacts unusually to

specific foods.
2. It is sensitivity to the chemicals found in food. These chemicals can be
naturally occurring or be added by manufacturers.
3. Wheat
• Barley
• Rye
• Oats
• Spelt, semolina, millet, buckwheat
• Couscous, kamut
• Commercial salad dressing
• Instant coffee, malted milk,
• Canned stock, soup
• Avoid white vinegar, beer, ale and anything made from grain alcohol
• Curry powders, dry seasoning, some gravy mixes
• Oil that was previously used for frying breaded foods
• Canned tuna (except tuna containing only water and salt
4. an itchy sensation inside the mouth, throat or ears

• a raised itchy red rash (known as urticaria or hives)
• swelling of the face, around the eyes, lips, tongue and roof of the
mouth (known asangioedema)
• vomiting
5. Wheat allergy, corn allergy, tree nut allergy, shell allergy, egg allergy, milk
allergy

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LO 2: UNDERTAKE SUGGESTIVE SELLING
Assessment Criteria
1. Information about the food items are provided in clear explanations and
descriptions.
2. Items on specials or promos are offered to assist guest rather than just
mentioning the general categories in the menu to help them make the
choice and know what they want.
3. Standard food and beverage pairings are recommended.
4. Several choices are given to provide more options too guests.
6. Descriptive words are used while explaining the dishes to make it more
tempting and appetizing.
7. Suggestive selling is carried out discreetly so as not to be too pushy or
too aggressive.
Contents:
1. Knowing food Information

2. Restaurant items on special or promos
3. Appropriate pairing of food and beverages
Conditions:

• Tables and chairs
• Menu
• Order slip
• Pen
• Self-check
• Answer Key
• Task Sheet

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Methodologies
• Discussion
Assessment Methods:
• Written test

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Learning Outcome 2 Undertake Suggestive Selling

1.Read Information Sheet 3.2-1 on This Learning Outcome deals with the
Knowing Food Information development of the Institutional
Competency Evaluation Tool which
2.Answer Self –check 3.2-1 trainers use in evaluating their
Compare answer with the answer key trainees after finishing a competency
3.2-1 of the qualification.
3.Read Information Sheet 3.2-2 on Go through the learning activities
Restaurant Items on Special or outlined for you on the left column to
Promos gain the necessary information or
knowledge before doing the tasks to
4.Answer Self -check 3.2-2 practice on performing the
Compare answer with the answer key requirements of the evaluation tool.
3.2-2
5.Read Information Sheet 3.2-3 on Institutional Competency Evaluation
Package for one Competency of Food
Appropriate Pairing of Food and
and Beverage Services NC II. Your
Beverages output shall serve as one of your
6.Answer Self -check 3.2-3 portfolio for your Institutional
Compare answer with the answer key Competency Evaluation for
Undertaking Suggestive Selling.
3.2-3
After doing all the activities for this
LO, you are ready to proceed to the
next LO: Carry Out Up Selling
Strategies.

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KNOWING FOOD INFORMATION
After reading this Information sheet you should be able to enumerate

important information about food.
Introduction
Guest must learn informally when finding out how a food item was
produced or processed and its relationship between diet and health. Waiters
can be helpful to give more information about food, the additives it may
contain and what allergic effects it can have. What’s more, waiter also
focused on promoting healthy eating.
It is one of the characteristic of a competent waiter to be

knowledgeable about the food the restaurant is offering to their guest. The
waiter must be familiar with that information in order to answer guest
queries about the food. At the same time be an effective sales person,
through offering food and beverages to the guest to sell a complete meal.
Important information about food:
1. Cooking methods- a methods use in food production, transformation of

raw ingredients into acceptable finished products through cooking. There
are two common methods of cooking.
a. Moist heat method of cooking- heat transfer through air or fat.
• Baking -Food is baked by cooking it in an oven. The word baking

usually refers to the cooking of foods made from a batter or dough.
Such foods include breads, cakes, cookies, and pastries. However,
casseroles, a few vegetables and fruits, and some cuts of meats can
also be baked.
• Roasting- is cooking food uncovered in hot air. The term usually

refers to the cooking of meat. For example, a turkey or a leg of lamb is
roasted. In roasting, the meat is usually placed on a racking a shallow
pan and cooked uncovered in an oven. The temperature usually
ranges from 300 to 350 °F (149 to 177 °C).
• Broiling and grilling are cooking by the application of direct heat. In

broiling, the food lies directly under a continuous heat source. Meat
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can be broiled by placing it on a rack in a shallow broiler pan. The
surface of the meat lies 3 to 5 inches (8 to 13 centimeters) under the
flames in a gas range broiler or below the broiler heating unit in an
electric oven.
In grilling, the food lies directly over the heat source. Cooks
sometimes grill sandwiches in a skillet on the stove. In barbecuing,
highly seasoned meat is grill over hot coals.
In pan-broiling, the meat cooks in a skillet over a burner. The fat that
melts from the meat is poured out of the pan as it accumulates.
• Frying is the cooking of food in fat, such as butter or vegetable oil.

Frying adds fat and calories to food because the food absorbs some of
the fat in the pan.
There are three main methods of frying:
(1) Deep-frying -In deep-frying, a large amount of fat is heated to about 350
°F (177 °C) in a heavy saucepan or an electric appliance called a deep-fryer.
The hot fat completely covers the food. Deep-frying is a popular way of
cooking chicken, French fried potatoes, and shrimp.
(2) Pan frying- also called sauteing, the food cooks in a small amount of fat,
usually in a skillet. Chicken, eggs, fish, and red meat are often pan fried.
(3) Stir-frying- meat or vegetables cook in a skillet or in a wok, a large, thin

metal pan with a round bottom. The food is cut into small pieces and cooked
in an extremely small amount of fat. The cook fries the food at a high
temperature for only a few minutes and stirs it constantly with a tossing
motion.
2. Moist heat method of cooking- cooking method which uses liquid-

usually stock, wine or steam.
• Boiling is cooking food in boiling water, which has a temperature of

about 212 °F (100 °C). In boiling, air bubbles rise to the surface of the
water and break. Potatoes and other vegetables are often boiled in a
saucepan over a burner.
• Simmering is cooking food in water that is just below the boiling

point. Such foods as eggs and meats should be simmered rather than
boiled. Cooks often use covered saucepans to simmer foods. Slow
cookers are electric appliances that simmer foods at low temperatures
for 4 to 12 hours. A cook puts the food and some water in a slow
cooker and sets the temperature. Health experts recommend caution
when using a slow cooker for meat and other foods prone to bacterial

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growth at warm temperatures. Use sanitary methods in preparing the
food and keep it refrigerated until just before cooking.
• Steaming is cooking food in steam. It is used mostly to cook

vegetables. To steam vegetables, place them on a rack or perforated
pan in a saucepan and add water to the saucepan. The water collects
below the rack or perforated pan, and the vegetables remain above--
and out of--the liquid. Cover the saucepan and heat it on a burner
until the water boils and forms steam, which surrounds and cooks the
vegetables. Steaming takes longer than boiling. However, steamed
vegetables retain better color and flavor than boiled vegetables do.
They also have more nutrients because certain vitamins, including
vitamin C, dissolve easily in water and may be removed by boiling.
• Poaching- is a type of moist heat cooking technique that involves

cooking by submerging it in liquid, such as water, milk, stock or wine.
Poaching is differentiated from the other "moist heat" cooking
methods, such as simmering and boiling, in that it uses a relatively
low temperature (about 160–180 °F (71–82 °C)).
3. Other methods of cooking
• Pressure saucepans are also called pressure cookers. Some foods that
require a long time to cook, such as stews and dried beans may be
prepared more quickly in a pressure saucepan. This utensil cooks
foods at high temperatures by means of steam under pressure.
• Another fast method of cooking uses microwaves (short radio waves).

Microwave ovens heat small amounts of foods much faster than gas or
electric ovens or cook tops do. Microwave ovens are especially useful
for thawing frozen foods and heating soups, vegetables, and leftovers.
2. Serving portions- A "serving" is the amount of food recommended in

consumer education materials such as My Plate. A serving is a measured
amount of food or drink, such as one slice of bread or one cup (eight ounces)
of milk. A "portion" is the amount of a food you choose to eat at any one
time — which may be more or less than a serving. It can be big or small—
you decide. Many foods that come as a single portion actually contain
multiple servings.
Just as individuals need to watch the portion sizes of foods they
eat, restaurant owners need to watch the portion sizes coming out of the
kitchen. Every item on your menu should have a controlled portion size in
order to keep food cost in check. Restaurant portion control is also
important for keeping menu items consistent for every shift. For example,

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say your restaurant offers an entrée of cranberry chicken with mashed
potatoes and a side vegetable. To streamline your portion sizes, the entrée is
broken down as follows: a six ounce boneless chicken breast, a cup of
mashed potatoes, a half cup of cooked vegetables and two tablespoons of
cranberry sauce on top of the chicken. Every time this entrée leaves the
kitchen, no matter who is cooking, the serving sizes shouldn’t waver.
Why is Portion Control Important?
Imagine a customer’s reaction if they ordered the above meal and instead
got a four ounce chicken breast, half cup of potato and a quarter cup of
vegetable. While people rarely complain about getting too much food, they
certainly notice if you are giving less, especially if the menu prices remain
the same.
On the other hand, it’s important to keep portion sizes in check in order to
maintain correct food cost and overall restaurant profits. Consider the
following scenario: You offer a bowl of clam chowder for $4.00. You based
the price on 10 oz. of chowder per bowl. That equals .40 cents an ounce. Say
that five times each day, during the lunch and dinner rush, your kitchen
staff uses the wrong ladle and overfills a bowl by one ounce. That equals
$2.00 a day in uncharged chowder. Not a huge loss. But if it happens every
day, that adds up- to $730 a year. Now imagine that happening consistently
with all your menu items. A ounce of chicken here, a ounce of cheese
there…get the idea? If you don’t keep your restaurant portions in line with
your food costs, you will lose money.
3. Tastes and Flavors- Flavor is the sensory impression of a food or other

substance, and is determined mainly by the chemical senses of taste and
smell. The flavor of the food, as such, can be altered with natural or artificial
flavorants, which affect these senses. Taste and flavor are not the same
thing, although they often are confused. Taste is one of your senses; it's
picked up by receptor cells in your taste buds. Flavor is a combination of a
few senses: Taste (gustatory), smell (olfactory), touch (tactile) and
temperature (thermal) stimuli make up flavor. When spicy food is concerned,
sometimes pain also is part of what makes up your flavor perception. Taste
is a subjective sense; some people have more heightened palates than others
and the same foods can taste differently to different people.

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Flavoring is defined as a substance that gives another substance flavor,
altering the characteristics of the solute, causing it to become sweet, sour,
tangy, etc.
Of the three chemical senses, smell is the main determinant of a food item's
flavor. While the taste of food is limited to sweet, sour, bitter, salty, umami
(savory), pungent or piquant, and metallic – the seven basic tastes – the
smells of a food are potentially limitless. A food's flavor, therefore, can be
easily altered by changing its smell while keeping its taste similar. Nowhere
is this better exemplified than in artificially flavored jellies, soft drinks and
candies, which, while made of bases with a similar taste, have dramatically
different flavors due to the use of different scents or fragrances. The
flavorings of commercially produced food products are typically created by
flavorists.
For ages, humans relied largely upon taste to discover healthy foods in
nature and avoid toxicity. Our taste buds do much more than simply
identify tastes; they unlock the nutritive value of foods and provide the
initial spark to the entire digestive process.
Food speaks to us directly through taste. A juicy pear may call out to us
with a gentle message of delight, while the flaming chili pepper cries out in
warning. As we tune into the tastes naturally desired by the body, we tap
into the body’s innate wisdom regarding food and nutrition.
There are identifies 6 Tastes by which all foods can be categorized: Sweet,
Sour, Salty, Bitter, Pungent, and Astringent. While the first four tastes are
probably recognizable, the last two may not seem familiar. Pungent taste is
hot and spicy as found in a chili pepper, while Astringent taste is dry and
light as found in popcorn.
Taste Primary Actions Common Sources
Sweet Builds tissues, calms Fruit, grains, natural

nerves sugars, milk
Sour Cleanses tissues, Sour fruits, yogurt,
increases absorption of fermented foods
minerals
Salty Improves taste to food, Natural salts, sea
lubricates tissues, vegetables
stimulates digestion
Bitter Detoxifies and lightens Dark leafy greens, herbs
tissues and spices
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Pungent Stimulates digestion and Chili peppers, garlic,
metabolism herbs and spices
Astringent Absorbs water, tightens Legumes, raw fruits and
tissues, dries fats vegetables, herbs
4. Ingredients of food- An ingredient is a substance that forms part of a

mixture (in a general sense). For example, in cooking, recipes specify which
ingredients are used to prepare a specific dish. Many commercial products
contain a secret ingredient that is purported to make them better than
competing products. In the pharmaceutical industry, an active ingredient is
that part of a formulation that yields the effect required by the customer.
National laws usually require prepared food products to display a list of

ingredients, and specifically require that certain additives be listed. For
centuries, ingredients have served useful functions in a variety of foods. Our
ancestors used salt to preserve meats and fish, added herbs and spices to
improve the flavor of foods, preserved fruit with sugar, and pickled
cucumbers in a vinegar solution. Today, consumers demand and enjoy a
food supply that is flavorful, nutritious, safe, convenient, colorful and
affordable. Food additives and advances in technology help make that
possible.
There are thousands of ingredients used to make foods. The Food and Drug
Administration (FDA) maintains a list of over 3000 ingredients in its data
base "Everything Added to Food in the United States", many of which we use
at home every day (e.g., sugar, baking soda, salt, vanilla, yeast, spices and
colors).
Still, some consumers have concerns about additives because they may see
the long, unfamiliar names and think of them as complex chemical
compounds. In fact, every food we eat - whether a just-picked strawberry or
a homemade cookie - is made up of chemical compounds that determine
flavor, color, texture and nutrient value. All food additives are carefully
regulated by federal authorities and various international organizations to
ensure that foods are safe to eat and are accurately labeled.
5. Cooking time- Cooked food is safe only after it’s been heated to a high
enough temperature to kill harmful bacteria. Color and texture alone won’t
tell you whether your food is done. Instead, use a food thermometer to be
sure.

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Cooking time tables:
BROILED
Food Type Time
Bacon 3 to 5 min.
Chicken 20 to 25 min.
Fish 15 to 20 min.
Fish, slices 10 to 15 min.
Fish, very small 5 to 10 min.
Lamb chops 6 to 8 min.
Quail or squabs 8 to 10 min.
Steak, thick 10 to 15 min.
Steak, thin 5 to 7 min.
Veal chops 6 to 10 min.

BOILED
Food Type Time
Beef, corned 3 to 4 hr.
Chicken, 3 lb 1 to 1-1/4 hr.
Fish, bluefish, cod, or bass, 4 to 5 lb 20 to 30 min.
Fish, slices, 2 to 3 lb 20 to 25 min.
Fish, small 10 to 15 min.
Fowl, 4 to 5 lb 2 to 3 hr.
Ham, 12 to 14 lb 4 to 5 hr.
Mutton, leg of 2 to 3 hr.
Tongue 3 to 4 hr.

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ROASTED
Food Type Time
Beef, rib or loin, 5 lb., rare 1 hr. 5 min.
Beef, rib or loin, 5 lb., well done 1 hr. 20 min.
Beef, rib or loin, 10 lb., rare 1 hr. 30 min.
Beef, rib or loin, 10 lb., well done 2 hr.
Beef, rump, 10 lb., rare 1 hr. 30 min.
Beef, rump, 10 lb., well done 2 hr.
Chicken, 4 or 5 lb 1-1/2 to 2 hr.
Duck, 5 to 6 lb 1-1/4 to 1-1/2 hr.
Fish, 3 to 5 lb 45 to 60 min.
Fish, small 20 to 30 min.
Goose, 10 lb 2 to 2-1/2 hr.
Lamb, leg of 1-1/4 to 1-3/4 hr.
Mutton, saddle 1-1/4 to 1-1/2 hr.
Pork, rib, 5 lb 2 to 2-1/2 hr.
Turkey, 10 lb 2-1/2 to 3 hr.

VEGETABLES
BOILED
Food Type Time
Asparagus 20 to 30 min.
Beans, lima or shell 40 to 60 min.
Beans, string 30 to 45 min.
Beets, old 4 to 6 hr.

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Food Type Time
Beets, young 45 to 60 min.
Brussels sprouts 15 to 25 min.
Cabbage 35 to 60 min.
Carrots 3/4 to 2 hr.
Cauliflower 20 to 30 min.
Green corn 8 to 12 min.
Macaroni 30 to 40 min.
Onions 45 to 60 min.
Peas 25 to 60 min.
Potatoes 30 to 45 min.
Rice 20 to 30 min.
Spinach 20 to 30 min.
Turnips 1/2 to 1-1/2 hr.
Vegetable oysters 3/4 to 1-1/2 hr.

BAKED FOODS
Food Type Time
Beans 6 to 8 hr.
Biscuits, baking powder 15 to 25 min.
Biscuits, yeast 10 to 25 min.
Bread, ginger 20 to 30 min.
Bread, loaf 40 to 60 min.
Cake, corn 20 to 30 min.

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Food Type Time
Cake, fruit 1-1/4 to 2 hr.
Cake, layer 15 to 20 min.
Cake, loaf 40 to 60 min.
Cake, pound 1-1/4 to 1-1/2 hr.
Cake, sponge 45 to 60 min.
Cookies 6 to 10 min.
Custard 20 to 45 min.
Muffins, baking powder 15 to 25 min.
Pastry 30 to 45 min.
Potatoes 45 to 60 min.
Pudding, Indian 2 to 3 hr.
Pudding, rice (poor man's). 2 to 3 hr.
6. Side dish- A side dish, sometimes referred to as a side order, side item,
or simply a side, is a food item that accompanies the entrée or main course
at a meal. Side dishes such as salad, potatoes and bread are commonly
used with main courses throughout many countries of the western world.
New side orders introduced within the past decade, such as rice and
couscous, have grown to be quite popular throughout Europe, especially at
formal occasions (with couscous appearing more commonly at dinner parties
with Middle Eastern dishes).
When used as an adjective qualifying the name of a dish, the term "side"
usually refers to a smaller portion served as a side dish, rather than a
larger, main dish-sized serving. For example, a "side salad" is usually served
in a small bowl or salad plate, in contrast to a large dinner-plate-sized
entrée salad.

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A typical American meal with a meat-based main dish might include one
vegetable side dish, sometimes in the form of a salad, and one starch side
dish, such as bread, potatoes, rice, or pasta.
Some common side dishes include:
• French fries and baked beans

• Antipasto
• Asparagus
• Baked beans
• Baked potatoes
• Broccoli
• Cabbage
• Cauliflower
• Coleslaw
• Dinner rolls or other breads
• French fries or steak fries
• Green beans
• Greens
• Macaroni and cheese
• Macaroni salad
• Mashed potatoes
• Mushrooms
• Pasta salad
• Potato salad
• Salad (often a "side" salad)
• Soups
• Squash
Some restaurants offer a limited selection of side dishes which are included
with the price of the entrée as a combination meal. In contrast, sometimes
side dishes are ordered separately from an a la carte menu. The term may or
may not imply that the dish can only be ordered with other food.
French fries are the most common side dish served at fast-food restaurants
and other American cuisine restaurants.[citation needed] In response to
criticism about the high fat and calorie content of French fries, some fast-
food chains have recently begun to offer other side dishes, such as salads,
as substitutes for the standard French fries with their combination meals.

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SELF CHECK 3.2-1
Answer the following.
1. What is side dish?

2. Enumerate at least 5 common side dishes.
3. What are the 5 common tastes?
4. What is moist heat method of cooking?
5. Give example of moist heat method of cooking.
6. What is dry heat method of cooking? Give example.

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ANSWER KEY 3.2-1
1. Referred to as a side order, side item, or simply a side, is a food item that
accompanies the entrée or main course at a meal.
2. Salad, French fries, antipasto, coleslaw, green beans etc.
3. Sweet, Sour, Bitter, Pungent, Tart, Salty
4. A cooking method using liquid, such as wine, stock or steam.
5. Poaching, boiling, simmering etc.
6. Cooking method in which heat is transferred through air or fat. Examples
are frying, broiling, baking etc.

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RESTAURANT ITEMS ON SPECIAL OR PROMOS
After reading this information Sheet you should be able to enumerate

restaurant items special and promos.
Introduction
Any restaurant can benefit from a well-planned special promotion.
Special promotions are those are only offered periodically, such as holiday
parties, or during slow seasons to bring in more business. Seasonal special
promotions can help increase sales, bringing in customers during slower
periods or capitalizing on busier times. Restaurant promotions can range
from a tasting dinner to participating in your local restaurant week.
Holidays such as New Year’s Eve and Valentine’s Day offer ample
opportunity for special promotions. Another growing trend among
restaurants is fundraising promotions.
Restaurant promotions, whether daily, weekly, or monthly are great
ways to show customer appreciation and bring in some extra business at
the same time. Promotions can range for a nightly happy hour to an annual
customer appreciation day, with drink and dinner specials.
Restaurant Items on Special or Promos:
1. House specialty
The dish a restaurant specializes in. House Special means that those dishes
are special concoctions of the restaurant/owner/chef. Most of the time,
these are slightly more expensive. While the menus of most Chinese
restaurants cater to Western palates and tastes, I find the House Specials
are even more "Westernized". Some of the finer Chinese restaurants will
have menus in Chinese which will have different selections from the English
menu. Many Americans would crinkle up their noses at some authentic
dishes.
So, the House Specials are priced higher. That would be good if they were
somehow exotic specialties that required unique imported ingredients or
special culinary training. But, these are just popular dishes for the Western
public that may otherwise have difficulty navigating the menu. I find that
House Special sections often carry several expensive filet mignon and lobster
offerings.

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But, you will typically find my orders from the rest of the menu. Specials
served a couple of needs we had. Sometimes customers will get bored with
your fixed menu, especially regular customers who eat lunch at your place
regularly. A special will sometimes attract them. Many times a regular
customer would come into a restaurant and not even look at the
menu...they knew it so well....they would just order the special.
2. Soup of the day
Soups were easily digested and were prescribed for invalids since ancient
times. The modern restaurant industry is said to be based on soup. This
category included liquid foods for invalids, such as beaten egg, barley and
emmer gruel...and the water from boiling pulses, vegetables or other
foods...soups or purees made from vegetables or fruits...broth made with
meal of legumes or cereals with added animal fat...and soup in the usual
modern English sense, based on meat and vegetables. Medicinal spices and
herbs might be added to these various soups, especially if they were
intended for invalids as part of a prescribed diet.
Soup of the day varies depending on the type of restaurant, on what cuisine
they are cooking. It will always base on the available ingredients, weather is
also a consideration since in rainy seasons hot soup will be offered and in
hot season like summer cold soup will be offered.
3. Combo meals
A meal with a combination such as a burger with Fries and a drink. The
option Combo meal allows you to group automatically pre-defined group of
items under a specific package. For example, you can buy separately a
sandwich ($4.00), French fries ($1.50) and medium soft drink ($1.50) or if
order together under a combo meal at a special price ($5.99).
Combo meals were born out of operational necessity. Restaurants observed

that customers were having difficulty quickly deciding what they wanted to
order off a menu board. This resulted in long waiting lines and the loss of
patrons unwilling to wait. Enter the combo meal, which made it easier to
pick predetermined items for a set price. Not only did lines move more
rapidly, but restaurants were able to sell an extra item like French fries for a
nominal increase in price with each order, thus improving revenues and
profits.
Dishes from the menu combos are the best selling items of some restaurant
and the most often choice of your guests no matter of its price. It is
mandatory to include them in your restaurant offer. Pairing food from your
menu with drinks and tasty side dish is proven and effective method to
improve sales and profits.

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Research shows that 53 percent of customers in the fast food restaurants
considered combo meals " very attractive . " Unexpectedly, but the number
reaches up to 77 percent when it comes to restaurant guests with a full
service, which have found combo meals as " extremely attractive ." The
combo menu included healthy food. Salad and low-fat yogurt replaced fries.
This change has led to a renewed increase in sales of combo meals.
Combo meals examples
Figure 1
• Sandwich or Wrap Combos

Very nice and easy on-the-go lunch. This combo includes a sandwich or a
wrap, and a donut of your choice and a small coffee.
• Soup and Sandwich Combos
Complete Lunch includes a soup, sandwich and a small coffee; perfect to
satisfy hungry customers.
• Soup Combos
Looking for a light lunch? This combo includes a bowl of soup, a fresh oven-
baked roll, a donut of your choice and a small coffee.
4. Best sellers
These are foods in a restaurant menu which is top seller. It is one of the
most popular foods within the restaurant, which catches the taste and
preferences of guest. Repeat patrons always ordered this dishes and even
first timer guest are conscious in trying this dishes.
5. Chef’s picks
Chefs know good food. And where they choose to eat in their time off says
something about the quality of the restaurant and the food: that it's
delicious, excellent and chef-approved.
They chose the best of the best, recounting the meals and the restaurants
that impressed them.
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6. Seasonal Items
Seasonality of food refers to the times of year when a given type food is at its
peak, either in terms of harvest or its flavour. This is usually the time when
the item is the cheapest and the freshest on the market. The food's peak
time in terms of harvest usually coincides with when its flavour is at its
best. There are some exceptions; an example being sweet potatoes which are
best eaten quite a while after harvest.
For example, during the spring and summer months in the menu you can
put together different combinations of dishes of fresh vegetables and fruits.
Seasonal fruits and vegetables have a lower price and provides affordable
price to your guests for your mutual benefits. As an example it may be a
vegetarian menu - tomato soup, a salad of fresh vegetables with mushrooms
and strawberries filled with cream.

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SELF-CHECK 3.2-2
Essay.
1. What is best seller?

2. What do you mean house special?
3. What do you mean combo meals?

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ANSWER KEY 3.2-2
1. Also called top seller dish.

2. Chef or restaurant own concoction which help promote a restaurant.
3. A combination of dish with proper pairing of food.

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APPROPRIATE PAIRING OF FOOD AND BEVERAGES
After reading this information Sheet you should be able to:
1. Describe the standard pairing of food and beverage; and

2. Explain the method of pairing food and beverages
Introduction
Food pairing is a method for identifying which foods go well together.

The method is based on the principle that foods combine well with one
another when they share key flavor components. Food pairing is a relatively
new method and is often confused with wine and food matching. By
contrast, food pairing uses HPLC, gas chromatography and other laboratory
methods to analyze food and to find chemical components that they have in
common. Not to be confused with protein combination theory for vegetarians
and vegans.
When pairing drinks with food, in general is completely subjective and

bogus. In reality, perception and attitude have far more to do with a
successful pairing than flavor anyway."
The most important thing to know when it comes to food and beverage
pairing is that if you like it, it's a good match for you. Food and beverage
pairing, like most aspects of consumption, is totally subjective and differs
from person to person. Many of us have been made to believe that only
certain beverages are appropriate with certain foods, and this has been
especially true as far as wine is concerned. It is now more commonly
recognized, however, that every person's tastes are different and that there
is no right or wrong when it comes to this topic.
But it's worth taking two seconds to think about whether a particular
drink will go with what you're eating, whether it will make the food taste
better, and whether it will make the drink taste better, or whether both will
be diminished. If you like food, it makes sense that you'd want to improve it
with what you're drinking. And that's where the miraculous happens:
sometimes flavors in solid form and flavors in liquid form come together to

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create a third, delicious, set of flavors, bringing out something you wouldn't
taste if you hadn't tried them together.
Standard food and beverage pairings:
Burger and fries
Parmesan fries make a great side for

a flavorful dining experience. Fries
pair best with wine and a burger that
is rich and creamy. For an extra
layer of complexity try dipping these
fries in a mayo or aioli.
Steaks and salad
Served with a simple salad, a steak

can be a lean, nutritious supper,
while adding puddles of sauce and
mountains of fries makes the whole
thing much more decadent.
Steak and mashed potato
The idea of steak and potatoes is a

well-known meal because the two
foods are so delicious together.
Mashed potatoes are a great side
dish because they are so versatile.
The perfect accompaniment to most
main dishes, mashed potatoes go
perfectly with any of these delicious
main course ideas. Try one tonight
and see for yourself.
Dessert and coffee
Chocolate and coffee is a long-

standing favorite amongst food-and-
drink pairings. Espresso
drinks like CaffÃ© Mochas , CaffÃ©
Lattes and Ristrettosmake perfect
sense with chocolate, as do a
number of different coffee origins.
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Here are some top coffee-chocolate
pairings from bars to cake.
Seafood with white wine
Seafood should go with white wine

always as they complement each
other. The general rule in pairing
food with wine, white meat
complement with white wine.
Figure 1
There are two main ways in pairing:
1. Contrasting-First, you can pick drinks with characteristics that

contrast the flavors in your food. Of course, too much contrast could
make one element overpower the other. But a little bit of contrast can
bring out good things in both.
2. Mirroring- second method of pairing is mirroring: picking a drink
that offers continuity with the food, complementing similar
characteristics and helping them shine.
Your pairing choices can be a combination of contrasting and mirroring to

bring out the best in your food, and to balance the food and drink in your
mouth. But what are you mirroring? And what are you contrasting? What
should you be paying attention to when you are choosing food and drink to
serve together?
Impact - Everything you eat and drink has an impact—say you're cooking
rich braised short ribs, or grilling a meaty dry-aged steak. The impact of
these dishes is pretty major. Wine is often described as being light-,
medium- or full-bodied. Full-bodied wines and light-bodied wines act pretty
much the same way. One thing that affects the body and impact of wine and
beer is the alcohol level. If your food is very delicate, consider choosing a
lower-alcohol drink to keep things in balance. Alcohol can also increase to
the point where it tastes "hot" in your mouth—this can be intensified if your
food is super-spicy, so you might want to keep an eye on that.
One more tip: If you're going to be drinking a series of beers or wines over
the course of a meal, you'll probably want to start with those with a lighter
impact, and proceed to bigger, fuller drinks, since anything big will blow out
your taste buds and overpower what comes after it.

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Brightness and Acidity
One tool you have for picking drinks that go well with food is acidity—the
tartness or sourness of your drink. In a cocktail, this could come from
lemon or lime juice. Some wines have more bright acidity than others (think
of puckering Sauvignon Blanc or Riesling, or bright, fresh Pinot Noir.) In
beer, brightness can come from hops that offer a citrus or fruity character to
the brew. Sour Belgian- or Flemish-style beers offer acidity in spades.
Acidity can contrast richness in your food, like a squeeze from a lemon
wedge can help a plate of fried clams. Fat can coat your tongue; acidity can
cleanse it and refresh your mouth. Use this tool to your advantage.
Carbonation-carbonation, like brightness and acidity, can cleanse the palate
when you're eating a rich dish, refreshing your mouth for another bite.
Beer's got it. Sparkling wine's got it. Heck, Diet Coke has it, too—that
carbonation is part of what makes Diet Coke so good with a greasy, cheesy
slice of pizza.
Tannin and Bitterness- Tannins in wine are come from the grape skins,
stems, seeds, or oak barrels. They offer structure to the wine, and you might
sense them as a slight bitterness or astringency that's drying out your
mouth. Tea has the same thing, as do some beers, such as Flemish reds. In
big red wines that don't have a ton of acidity, tannins can help the wine go
well with rich red meats; offsetting the fat and protein. Conversely, the fat
and protein seem to help calm the harshness of the tannin.
One thing to note: tannins actually irritate the soft tissue of your mouth a
little. Eating super-spicy food with big, tannic wines may accentuate the
problem, which is one of the reasons why these aren't an ideal match.
Bitterness in beers, like tannins, can also help balance heavy food and cut
through fattiness or smoky, meaty flavors. Keep an eye out for beers with
too much bitterness, though—in some cases, they'll overwhelm delicate
foods.
Sweetness- slightly sweet dishes can make a dry wine or beer taste thin or
bitter. There's more sweetness in most of the food we eat than we may
realize; and I'm not just talking about dessert. I'm talking about caramelized
onions, and ketchup, and pad thai, and barbecue sauce, oyster sauce,
teriyaki sauce, and miso-ginger glaze. These slightly sweet dishes can make
a dry wine or beer taste thin or bitter. An off-dry wine, though, or a beer
with just a touch of residual sugar and malty sweetness, will bring out the
best in these dishes and not by overshadowed.
Slightly sweeter drinks can also be friendly to more spiced dishes,
enhancing aromatic spices and countering some of the heat. It's very
fashionable to say you like 'dry' wine, but a tiny bit of sweetness in your
wine may help it go better with food. Wondering about pairings for dessert?

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The basic rule of thumb is to go sweeter with your drink than your food.
Ever sit at a wedding and realize you just don't like Champagne and
wedding cake together? It's not because the Champagne is bad. (Though it
may be.) It's probably because the sugary-sweet frosting blows out the fruit
flavors of the champagne when the combination hits your mouth; you might
as well be drinking seltzer.
Umami- Some of my favorite food-and-drink combinations are those that
highlight umami and earthy flavors. Beer has umami galore from lightly
roasted malt and the glutamates that are formed as a byproduct of yeast
fermentation; it picks up on the caramelized flavors in roast poultry or
mushrooms or paté or anything with soy. Yeasty, bready notes in beer (and
sparkling wine) can also highlight similar qualities in food. Sherry isn't as
popular as it should be, but if you think you're not wild about sherry, try
some fino sherry with fried green olives. This combination is a seriously
delicious umami-bomb.

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SELF-CHECK 3.2-3
Essay.
1. What is the standard pairing of food?

2. Explain why seafood best pair with white wine?
3. What are the two ways of pairing wines?

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ANSWER KEY 3.2-3
1. Burgers with fries, steaks with salads or mashed potato, dessert with
coffee and seafood with white wine.
2. Because seafood is a white meat and white meat complements best with a
white wine.
3. Contrasting and Mirroring

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LO 3: CARRY OUT UPSELLING STRATEGIES
Assessment Criteria
1. Slow moving but highly profitable items are suggested to increase
guest check.
2. Second servings of items ordered are offered.
3. Food portion or size is mentioned for possible adjustments with the
orders.
4. New items are recommended to regular guests to encourage them to
Contents:
1. Different Upselling techniques
Conditions:

• Tables and chairs
• Menu
• Order slip
• Pen
• Bill folder
• Self-check
• Answer Key
• Task Sheet
Methodologies
• Discussion
Assessment Methods:
• Written test
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Learning Outcome 3 Carry Out Up Selling Strategies

1.Read Information Sheet 3.3-1 This Learning Outcome deals with the
Different Upselling Techniques development of the Institutional Competency
Evaluation Tool which trainers use in
2.Answer self-check 3.3-1 evaluating their trainees after finishing a
Compare answer with the competency of the qualification.
answer key 3.3-1
Go through the learning activities outlined
for you on the left column to gain the
necessary information or knowledge before
doing the tasks to practice on performing the
requirements of the evaluation tool.

Institutional Competency Evaluation Package
for one Competency of Food and Beverage
Services NC II. Your output shall serve as
one of your portfolio for your Institutional
Competency Evaluation for Carry Out Up
Selling Strategies
After doing all the activities for this LO, you

are ready to proceed to the next Unit of
Competency which is Serve Food Orders.

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DIFFERENT UP SELLING TECHNIQUES
After reading this information Sheet you should be able to:
1. Discuss the basic upselling technique;

2. Differentiate Upselling and suggestive selling technique; and
3. Enumerate Upselling techniques.
Introduction
Up selling (sometimes "up-selling") is a sales technique whereby a

seller induces the customer to purchase more expensive items, upgrades, or
other add-ons in an attempt to make a more profitable sale. Up selling
usually involves marketing more profitable services or products but can be
simply exposing the customer to other options that were perhaps not
considered. Up selling implies selling something that is more profitable or
otherwise preferable for the seller instead of, or in addition to, the original
sale.
Servers (also known as waiters and waitresses) are a key part of your
restaurant staff. Without good service, few customers would return to any
restaurant. A good server does more than just wait on customers. He or she
is a salesperson. (Perhaps they should be called sellers, instead.) They
should not just be taking orders and delivering food. They should be selling
a product- your restaurant menu.
Up selling is a common strategy for restaurants to boost their profits.

By training your staff in ways to sell more, you can help their tips and
improve business. Up selling is more than sales; it requires perception,
knowledge and discretion. At its best, up selling can look less like sales and
more like customer service; effective techniques should be subtle enough to
avoid annoying the customer or making them feel pestered.
Chain restaurants, such as McDonalds, employ up-selling all the time.

Whenever the person working the drive-through asks if you want to super-
size your number seven, or if you want the extra hash brown for thirty
cents, that is up-selling in its most basic and unrefined form.

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Up-Selling Basics
1. In a restaurant, up-selling should be done with a little more finesse. The

key to up-selling is to do it in a way that the customer doesn’t know he or
she is being sold something.
For example: Server: “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?”
Server: “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 sounds great! We’ll have one!”
The server didn’t wait to hear if the customer wanted an appetizer. Instead
she just went right ahead and told them about a popular special the kitchen
was running.
2. Up-selling the Entrée Let’s say the customer isn’t interested in an

appetizer or a drink special. He knows exactly what he wants. That doesn’t
mean our server can’t still employ a few more up-selling techniques. For
example:
Customer: “I’ll have the Chicken Marsala.”

Server: “Would you like to add a soup or a salad to your entrée?
Today’s soup is cream of wild mushroom.”
Customer: “Hmmm, that sounds good. I‘ll take a cup.”
There is another couple of dollars added to the bill and the server’s tip.
3. Up-Selling Dessert, Finally, the ultimate up-sell. The best way to up-sell
desserts is to give a mouthwatering description.
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 a chance to think about it. Describe it,
make the customer want it. Make it sexy and tempting. Suggest a table split
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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.
Suggestive Selling and Upselling
“Suggestive Selling” mean encouraging guests to buy additional food &

beverage. An example of suggestive selling is suggesting an appetizer
(snacks items) to go with beverage (wine, whiskey etc) orders.
“Up selling” means suggesting more expensive and possibly better quality
items. Instead of simply bringing a guest your house brand of scotch, you
can up sell by asking, “Would you prefer Dewars or White Label?”when a
guest orders the drink.
Suggestive selling and Up selling requires tact and good judgment. If guests
know exactly what they want, don’t try to change their minds. However, you
shouldn’t hesitate to suggest additional items that will improve guests’
meals. And learn to pick up on when guests want suggestions. Suggestive
selling might make you nervous. If so, it’s probably because selling reminds
you of a pushy salesperson you’ve known. Using suggestive selling and up
selling techniques, however, is not being pushy. These techniques are part
of providing good service.
The key to effective selling is a good knowledge of the menu. You should
know all of the products your restaurant sells. When you are completely
familiar with the menu and how each item is prepared, you can suggest
dishes confidently and professionally.
Tips for more effective suggestive selling and up selling:
1. Develop a “selling attitude”

2. Be enthusiastic. It’s easier to sell something you’re excited about.
3. Make food sound appetizing. Use word like “fresh,” “popular,” and
“generous” when describing menu items.
4. Ask questions. Find out if guests are really hungry or just want
something light; whether they like chicken or beef; or if they feel like
having something hot or cold.
5. Suggest specific menu items. Don’t simply ask: “Would you like
soup with your meal?” instead point out: “ A cold bowl of borscht
would go nicely with your salad on a hot day like this.”

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6. Suggest your favorites. Try as many menu items as you can, and
tell guests you’ve tried them:
“You’ll like the chicken Kiev. It’s one of my favorites here.” But be
honest‐ don’t say that something your favorite when it is not.
7. Offer choice: “Would you like a slice of our famous cheesecake or
our homemade pecan pie for dessert?”
8. Suggest the unusual. People dine out to get away from the routine
fare they have at home. And most people don’t know what they want
to order when they arrive.
9. Suggest foods and beverages that naturally go together‐ soups and
sandwiches, bacon and eggs, steak and baked potatoes, coffee and
dessert.
10. Compliment guest’s choice. Make guests feel good their choice
even if they don’t order what you suggest.
11. And remember to always ask for the sale. After you suggest and
describe an item, ask if the guest would like it. A good way to do this
is to describe several items and ask which the guest would prefer: “A
glass of cabernet sauvignon (white wine) or light merlot (red wine)
would go very well with your six‐cheese lasagne. Which would you
prefer?”
Common Restaurant Up selling Techniques:
1. Offer More-Expensive Items
A common restaurant up selling technique is to offer more-expensive

items than the ones the customer originally ordered. This tactic is
most effective when it is not obvious. Servers often use this technique
without the customer knowing by offering two choices of liquor
without noting that one is more expensive, for example. In order to
push up the bill, servers should have knowledge of the profit margins
and prices of each item on the menu.
2. Extras
Many restaurants rely on a simple strategy to sell more: offering extra
items. A fast food restaurant might ask customers if they'd like a
super-sized option or if they would like fries with their meal. A
restaurant server will ask a diner if they'd like to start with an
appetizer or try a special entree. In some restaurants, the extras are

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prescribed by management: the chef's special or a new item they want
to push, for example.
3. Offer Specific Items

Instead of asking customers if they would like additional food or
drinks, it is often more effective to be specific. Restaurants often
employ the strategy of avoiding generalities that are easy for the
diners to dismiss. Instead of asking if a customer wants dessert, for
example, the server will ask if they want to try the chef's special
dessert and provide a mouthwatering description. This is particularly
effective when the server can see that the customers are wavering; the
delicious details can convince them to go with their desires.
4. Make Suggestions
When a customer is deliberating on what to order or asks for
recommendations, a restaurant server has the opportunity to upsell
without seeming pushy or irritating. They might name one of the
more-expensive dishes on the menu when asked for a suggestion or
recommend that the customer try a beverage that will complement
their dish. By making helpful suggestions, the customer feels taken
care of rather than like a sales target.
5. Demonstrate Enthusiasm
One of the most effective upselling techniques a server can use is to
show enthusiasm about the foods they are pushing. When they can
give details about the food and a description of their personal
experience and preference, it can be more convincing than simply
suggesting an expensive item. For this technique to work, the server
should be genuine.
6. Know What You're Selling
Encourage your staff to try new dishes, familiarize themselves with

drinks and know the specials. Their enthusiasm for favorite dishes
can affect customer choices. Describing a dish and what they like
about it can persuade the customer to give the item a try. Have wait
staff relate why they like a particular dish – such as, "The calamari is
crispy and fresh and a house specialty," or, "The chocolate mousse is
the perfect accompaniment to a cappuccino." Even if you’re working
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fast food, you can say that the fries are hot and crispy with just the
right amount of saltiness.
7.Be Specific
The most effective technique for upselling is to suggest a specific item.

Instead of merely asking a customer if he wants dessert after his meal,
ask if he’d like to try the homemade apple pie with vanilla bean ice
cream, or the cherries jubilee. Instead of offering an appetizer to start,
ask if he’d like the fresh onion rings or a spicy shrimp cocktail. If a
diner asks for a drink, suggest a specific brand of liquor or wine.
Offering specifics takes some of the work out of deciding and plants
the idea in the diner’s head that he wants something he hadn’t even
thought about before.
8. Don't Overdo It
Upselling is most effective in small doses. If you try to upsell every

course, you could come across as pushy and end up with an annoyed
customer. Know when to back off. Be ready to offer suggestions if a
customer asks for one, of if she seems unsure about something, but
don’t counter every order with a suggestion for an upgrade. Be
sincere. Role-playing with servers can help them to come across as
natural and sincere and teach them to watch for opportunities to fill a
customer need and upsell at the same time.
9. Focus on the Customer
Upselling should come across as helpful and a benefit to the

customer. Make the offerings sound enticing -- something that will
make the meal even better. For example, the diner who’s unsure of
what to order might be aided by a vivid description of a specialty item.
Suggest items that naturally go together – a side with an entrée or
coffee with dessert – with the recommendation that these things will
make a good meal even better. Smile, look the customer in the eye and
pay attention so that upselling becomes not merely a way to pad the
bill, but a way to give the customer an even more enjoyable dining
experience.

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There are some descriptive words that can be used for more convincing sales
presentation:
BEVERAGES
• Refreshing juice
• Light and refreshing cocktail
• Ice cold or chilled beer
• Nutritious and refreshing fruit juice
• Fascinating drink of the month
APPETIZERS
• Fresh and appetizing kilawin tanguigue

• Tender beef tapa
• Spicy gambas or shrimp cocktail
• Crispy fried spinach
• Light serving of our famous mango prawns delight
SOUP
• Hot steaming soup of the day

• Hot creamy mushroom soup
• Special consommé soup
SALAD
• Tossed, green or crispy salad

• Fresh and nutritious coleslaw
• Light serving of chef salad
MAIN COURSE
• Fresh Seafoods
• Hot and spicy kaldereta
• Most salable dish-Bicol express
• House specialty
• House specialty
• Special, local delicacy-pork adobo
• Tender pork loin
• Sizable serving of our crispy pata
• Tender and juicy sirloin, grilled to your liking

FOOD AND
BEVERAGE
SERVICES NC II
Date Revised:
Page 79 of 82
Developed by:
PROMOTE FOOD
THE FBS NC II
AND BEVERAGE
PRODUCTS
DESSERT
• Fresh papaya
• Creamy fruit salad
• Delicious ice cream or halo-halo
• Native delicacy-leche flan or sapin-sapin
Use descriptive words that will describe the:
• Taste-delicious,tasty,savory,appetizing, sweet, sour

• Color- tossed green,pearly white onions,rich red tomatoes
• Size- sizeable serving of prime rib ,substantial
• Texture-juicy,tender, crispy,spicy, creamy,soft,fresh
• Smell-fragrant,bouquet,sweet

FOOD AND
BEVERAGE
SERVICES NC II
Date Revised:
Page 80 of 82
Developed by:
PROMOTE FOOD
THE FBS NC II
AND BEVERAGE
PRODUCTS
SELF-CHECK 3.3-1
1. Defined suggestive selling.
2. What is the difference between upselling and suggestive selling

technique?
3. Define up selling.
4. Give example of upselling technique?
5. Describe the following:
• Mango juice
• Beer
• Shrimp cocktail
• Soup of the day
• Coleslaw
• Kaldereta
• Pork adobo
• Fruit salad

FOOD AND
BEVERAGE
SERVICES NC II
Date Revised:
Page 81 of 82
Developed by:
PROMOTE FOOD
THE FBS NC II
AND BEVERAGE
PRODUCTS
ANSWER KEY 3.3-1
1. Encouraging guest to buy additional food and beverage items.
2. Upselling is suggestive food and beverage items with better quality and
mostly expensive, while suggestive selling is just encouraging guest to buy
additional food and beverage items.
3. Suggesting expensive and better items.
4. Extras, offer specific items, do not overdo it, make suggestions, etc.
5.
• Mango juice-refreshing juice

• Beer- chilled beer
• Shrimp cocktail- spicy shrimp cocktail
• Soup of the day- nutritious soup of the day
• Coleslaw- fresh and nutritious
• Kaldereta-hot and spicy
• Pork adobo-special and native delicacy
• Fruit salad-creamy

FOOD AND
BEVERAGE
SERVICES NC II
Date Revised:
Page 82 of 82
Developed by:
PROMOTE FOOD
THE FBS NC II
AND BEVERAGE
PRODUCTS

Core UC3 Promoting FB Products

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Core UC3 Promoting FB Products

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HOW TO USE THIS COMPETENCY BASED LEARNING MATERIAL

Welcome to the Module Promote Food and Beverage Products. This

This unit of competency Promoting Food and Beverage Products

You are required to go through a series of learning activities in order

Recognition of Prior Learning (RPL)

• been working for sometime

If you can demonstrate to your trainer that you are competent in a

This learning material is prepared to help you achieve the required

In doing the activities to complete the requirements of this module,

Date Developed: Document No.

• You will be given plenty of opportunities to ask questions and

• Talk to more experience workmates and ask for their guidance.

• Use the self-check questions at the end of each section to test

• As you work through the activities, ask for written feedback on

Date Developed: Document No.

No. Unit of Competency Module Title Code

2 Welcome guests and take food Welcoming guests and

3 Promote food and beverage Promoting food and

4 Provide food and beverage Providing food and TRS512390

5 Provide Room service Providing room service TRS512391

6 Receive and handle guests Receiving and TRS512392

Date Developed: Document No.

Qualification : Food and Beverage Services NC II

Unit of Competency : Promote Food and Beverage Products

Module Title : Promoting Food and Beverage Products

At the end of this module the trainee must be able to:

1. Know the product.

Date Developed: Document No.

Date Developed: Document No.

LO 1: KNOW THE PRODUCT

1. Names and pronunciation of dishes in the menu are mastered.

1. Menu categories and product knowledge

Trainees must be provided with the following:

1. Practical work area

Learning Outcome 1 Know the Product

After doing all the activities for this LO,

Date Developed: Document No.

After reading this Information sheet you should be able to:

1. Enumerate the different categories of food in the menu; and

In a restaurant, a menu is a presentation of food and beverage offerings. A

Date Developed: Document No.

Date Developed: Document No.

Date Developed: Document No.

Seafood is any form of sea life regarded as food by humans. Seafood

Roe deer meat Diced pork

Horse Meat Diced

Date Developed: Document No.

List of White meats:

Duck fillet Ostrich

Date Developed: Document No.

Halibut Shark fillet

Raw salmon Catfish

Date Developed: Document No.

Date Developed: Document No.

Drinks, or beverages, are liquids specifically prepared for human

An alcoholic beverage is a drink containing ethanol, commonly known as

Non-alcoholic beverages often signify drinks that would normally contain

Date Developed: Document No.

Multiple choice: Choose the letter of the correct answer.

1. It is a presentation of food and beverage offerings in a restaurant.

a. Wine b. Menu c. Bill d. Course

2. Which of the following is NOT an example of appetizer?

a. Shrimp cocktail b. Canape c. Beef steak d. Calamaris

3. What is the other term of appetizer?