Gateways Institute of Science and Technology

FOOD AND BEVERAGE SERVICES

2nd Quarter

Grade 12 Week 2
 HOW TO USE THIS MODULE

Here are some reminders on how to use this material:

1. Answer the diagnostic test before you proceed to the different activities. The diagnostic test determines how
much you know about the lessons and identifies the areas you ought to learn. Your teacher will check and analyze
your score to determine your learning needs;
2. This module contains relevant information and activities. Go over each activity carefully. If you encounter
difficulties, do not hesitate to consult your teacher for assistance through your group messaging;
3. Do not skip any lesson. REMEMBER that each activity is a preparation for the succeeding activities;
4. Perform the given activities, quizzes and assignments to enrich your knowledge and skills;
5. Write all your answers on a separate sheet of paper;
6. After successfully finishing the tasks, PLEASE RETURN this module with your answers to the quizzes and tasks
given for checking;
7. Your score will be analyzed and will be used by your teacher for the computation of your grades;
8. Lastly, DO NOT mark this MODULE in any way.

LESSON OBJECTIVES:

At the end of the lesson, the students will be able to:

1. Offer wines and Suggestive Selling
2. Merchandize Menu and Beverage to client

CONTENT:
A. Offering wines
B. Suggestive selling
C. Upselling
D. Menu and beverage merchandising

LESSON 2:
Menu And Beverage Merchandising

1. If the guests are eating a combination his entrée, offer wines that would best complement the main dish.
2. Make sure to pronounce the name of the wine correctly and to describe it.

Developed by: Gateways Institute of Science and Technology

Subject: Food and Beverage Service
Quarter & Week #: 2nd Quarter – Week 2
“How would you like a glass of Chablis to complement your smoked salmon madam?”
“May I bring you’re a glass of red wine to complement your steak?”

• Suggestive Selling

Is to increase a guest’s original order by giving them suggestions and ideas and in turn increasing guest satisfaction and
average spend.
• Understand the customer’s psychology
• How to be an effective suggestive seller and up seller???
• How do you express yourself?

Suggestive Selling is an integral part of guests’ service.

It is your responsibility to get the guest order for the product which is right for them; but it should be done discreetly.

Understand the customer’s psychology

How to be an effective suggestive seller and up seller???

1. Know all your menu items (taste, preparation, presentation)
2. Know the product name
3. Know the value of your product
4. Know the selling price
5. Know at least 2 options when up-selling (choose items you usually like)
6. Know your guest’s profile, assess you host who is your key customer
How do you express yourself?
• Someone only orders a roasted chicken as a main course only, you can say:” Would you care for a light crispy spinach
salad to start?”

Developed by: Gateways Institute of Science and Technology

Subject: Food and Beverage Service
Quarter & Week #: 2nd Quarter – Week 2
• “What kind of margaritas do you have? We have lime flavored margaritas, or with tamarind, strawberry, but I would
suggest you our lime Premium margarita which is our most popular margarita made with a superior tequila.
• “Can I recommend you a sweet wine that would perfectly match with your carrot cake”

Effective menu and beverage merchandising require product knowledge, good customer relations and effective sales
presentation. One cannot make appropriate suggestions unless he is familiar with the menu.
THEY SHOULD BE WELL ORIENTED ON THE FOLLOWING INFORMATION IN AS MUCH AS THESE ARE IMPORTANT IN
SUGGESTIVE SELLING:

1 MANNER OF PREPARATION AND BASIC INGREDIENTS

- Food maybe prepared in various methods- grilled, simmered, roasted, marinated, sauteed, pan fried etc. The basic
preparation and the basic ingredients used are usually mentioned when describing a dish like a chicken and pork adobo
is described as
“a flavorful combination of chicken and pork, simmered in vinegar and spices, served with rice and achara.”

• 2. PREPARATION TIME
A guest maybe in a hurry or must be really hungry that he wants his order to be served immediately. But he may
unknowingly order a dish that takes time to prepare. By mentioning to him the preparation time, he can change his
order to a short order.
For items requiring longer preparation time, inform the guest beforehand. One can say;
“your order will take a little longer to prepare sir, do you mind waiting?”
If the dish is not yet ready, the server may offer some drinks or appetizers.
• Example:
“your crispy pata will be ready in 30 minutes, shall I get you a bottle of cold beer while you wait or would you like to
savor one of our appetizers?

Developed by: Gateways Institute of Science and Technology

Subject: Food and Beverage Service
Quarter & Week #: 2nd Quarter – Week 2
You have a choice of ceviche(known as kilawin) and hors d’ oeuvre platter or calamares.”
• 3. Standard Portioning
The size of a serving is usually measured in terms of weight, quantity, etc.
When menu is “a la carte”, it means that the food is portioned for one serving or for one person. This is in contrast to
family serving or Lauriat which is designed for a group.
• 4. Standard Accompaniment

This refers to the sidings that accompany the dish. The waiter must know what goes with a set meal so that he can
inform the guest right away.

“May I suggest a sizable serving of our chef’s special – a tender and juicy sirloin served with onion soup and side salad.
• 5. Complementary Items
One way of increasing sales is to push for items that best complement a food ordered. Wines, for instance are designed
to complement a dish.
A White Wine goes well with white meat and Red Wine with red meat.
“May I bring you glass of red wine to complement your steak?”
• 6. Special Qualities of the Dish
Effective sales presentation usually requires an attempt to highlight the special qualities of the dish. What is it in the dish
that makes it a better choice - its uniqueness, lower fat-calorie content, tenderness, juiciness freshness, portion, size,
etc. – These must be mentioned by the waiter.
“May I serve you a tender and juicy pepper steak, served with a side salad”
• Use descriptive words that will describe the:
• TASTE- delicious, tasty, savory, appetizing, sweet, sour
• COLOR- tossed green, pearly white onions, rich-red tomatoes
• SIZE- sizable serving or prime rib, substantial
• TEXTURE- juicy, tender, crispy, spicy, creamy, soft, fresh
• SMELL- fragrant, bouquet, sweet

ACTIVITY 2:

DIALOGUE:

Make a conversation between waiter and diners, suggesting and upselling food and beverage products. (20 pts)

QUIZ 2:

A. Direction: Give what is asked.

Developed by: Gateways Institute of Science and Technology

Subject: Food and Beverage Service
Quarter & Week #: 2nd Quarter – Week 2
 __________1. Is to increase a guest’s original order by giving them suggestions and ideas and in turn increasing guest
satisfaction and average spend.

__________2. This refers to the sidings that accompany the dish. The waiter must know what goes with a set meal so
that he can inform the guest right away.

__________3. It requires product knowledge, good customer relations and effective sales presentation.
__________4. The size of a serving is usually measured in terms of weight, quantity, etc.

__________5. It refers to selling techniques permitting to increase sales in the same covers or turn-overs

B. How to be an effective suggestive seller and up seller?

1. ____________________
2. ____________________
3. ____________________
4. ____________________
5. ____________________
6. ____________________

ASSIGNMENT 2:
ADVANCE READING:
1. What are the proper ways of Carrying trays?
2. What is bussing out?

References:
• Roldan, Amelia S. et.al. 2008.Food Service and Bartending.AR SKILLS DEVELOPMENT AND MANAGEMENT
SERVICES INC. 180 Maple Street, Maywood Village II, km. 18 South Superhighway Paranaque City, Metro-
Manila.

Developed by: Gateways Institute of Science and Technology

Subject: Food and Beverage Service
Quarter & Week #: 2nd Quarter – Week 2