School SICSICAN NATIONAL HIGH SCHOOL Grade Level 11 (OPAL)

GRADES 11 to 12 Teacher ZENITH JOY R. TESORIO Learning Areas FOOD AND

DAILY LESSON LOG BEVERAGE SERVICES
Teaching Dates and February 19-22, 2024 Quarter THIRD QUARTER
Time 4:00-5:00PM

MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY

I. OBJECTI At the end of the lesson, At the end of the lesson, students At the end of the lesson, students At the end of the CATCH UP
VES students should be able to: should be able to: should be able to: lesson, students should FRIDAY
1. Define Up-selling 1. Explain up-selling techniques 1. State the importance of up- be able to:
selling strategies 1.Demonstrate the
upselling techniques

A. CONTENT The learner demonstrate understanding of concepts and principles in welcoming guests and taking food and beverage orders
STANDARDS
B. PERFORMAN 1.Demonstrate skills in responding to cultural food needs with variety and quality
CE 2. Respond efficiently to customers’ query on foods and drinks with courtesy
STANDARD 3. Demonstrates appreciation for new trends in food and beverage service
C. LEARNING LO 2. Undertake Suggestive Selling
COMPETENCI 1.Provide information with clear explanations and descriptions about the food items
ES/CODES 2.Offer items on specials or promos to assist guests with food and beverage selections
3.Suggest name of specific menu items to guests to help them make the choice and know what they want
4.Recommend standard food and beverage pairings
5.Provide several choices or options to guest
6.Use descriptive words while explaining the dishes to make it more tempting and appetizing
7.Carry out suggestive selling discreetly so as not to be too pushy or too aggressive

TLE_HEFBS9- 12PP-IIIb-2
II CONTENT Suggestive Selling
1.Techniques and Procedure
2.Basic communication skills
3.Food and Beverage Pairing
Techniques
III LEARNING
RESOURCES
A. REFERENCES Curriculum guide for Food and Beverage Services. Page 13

1. Teacher’s CBLM FBS

Guide Pages
2. Learner’s Food and Beverage Services CLAS
Materials
3. Textbook www.google.com www.google.com www.google.com www.google.com
Pages/websites
4. Additional CLAS MODULE QUARTER 3 CLAS MODULE QUARTER 3 CLAS MODULE QUARTER 3 CLAS MODULE
Materials from WEEK 3 WEEK 3 WEEK 3 QUARTER 3 WEEK 3
Learning
Resource (LR
portal)
B. Other Learning Power Point Presentation, chalk, Power Point Presentation, chalk, Power Point Presentation, chalk, Power Point
Resources chalkboard, laptop, TV, chalkboard, laptop, TV, pictures, chalkboard, laptop, TV, pictures Presentation, chalk,
pictures, video video chalkboard, laptop, TV,
pictures

IV. PROCED
URES
A. Reviewing Preparatory Activity:
previous lesson
or presenting  Prayer
the new lesson  Checking of attendance
Before we proceed to our
lesson, I would like to remind
you of our classroom rules.
“Students with a blur vision at
the back can occupied the seat
in front so that you can see
clearly, also the students who
can’t clearly heard my voice at
the back can be seated in front.”
Review of past lesson
Preparatory Activity:
 Prayer
 Checking of attendance
Before we proceed to our lesson, I
would like to remind you of our
classroom rules.
“Students with a blur vision at the
back can occupied the seat in front
so that you can see clearly, also the
students who can’t clearly heard my
voice at the back can be seated in
front.”
Review of past lesson
What is up selling?
Preparatory Activity:
 Prayer
 Checking of attendance
Before we proceed to our lesson, I
would like to remind you of our
classroom rules.
“Students with a blur vision at the
back can occupied the seat in front
so that you can see clearly, also the
students who can’t clearly heard my
voice at the back can be seated in
front.”
Review of past lesson
What are up-selling techniques?
Preparatory Activity:
 Prayer
 Checking of
attendance
Before we proceed to
our lesson, I would like
to remind you our
classroom rules.
“Students with a blur
vision at the back can
occupied the seat in
front so that you can
see clearly, also the
students who can’t
clearly heard my voice
at the back can be
seated in front.”

B. Establishing a When going to a restaurant, Let's take a look at some things

purpose for the we are always asked by the restaurants should keep in mind
lesson waiters of our orders. How do while using upselling as a revenue-
these waiters convince you to generating tactic.
order their meals?
 “The teacher will process the
answers of the students”

C. Presenting Activity 1. Up-selling is used for at least three (3)

examples/instan Find and paste a picture of an main reasons –
ces of the new appetizer below and up-sell it by
lesson using embellished descriptions.  To increase overall revenue (both
food and beverage) through the sale of
more items or more expensive items.
Improving customer service – by
helping guests select a product, the
guest can be made aware of the best
options available to them, resulting in
an enhanced dining experience

 To increase profitability – up selling

can not only increase general sales but
increase sales
for menu items with the highest profit
margin.

Up-Selling Strategies ➢ is a  Techniques which can be used may

marketing strategy in a include: Recommend specific items by
using phrases
restaurant to convince the guest with impact. Examples include - “May I
to spend more money. suggest”, “Perhaps you would like to
Restaurant servers, cashiers, and try” and “Would
you care for”. F&B employees must
kitchen staff who have contact know all products, prices of product,
with the customer should know cooking technique,
appropriate and actual ways to origin.
upsell menu items. To become
 If customers are undecided about
effective, they must be trained wine, suggest a wine appropriate to
and practiced for this sales their needs.
technique.
 Employees must know the Wine List.
 Look for opportunities and time the
sale. For example, when the guests’

D. Discussing new Activity 1. How to Up-Sell
concepts and ● Offer Multiple Suggestions.
practicing new Workers can upsell whether they
skills #1 work in a quick-service restaurant
or a swanky lounge.
Example: At a particular food
chain the worker at the cash register
The teacher will process the will usually ask the customer if they
answer of the students would like to “Biggie size” their
order. This means getting a bigger
drink and bigger order of fries for a
few extra cents. The customer often
feels as though they are getting
more bang for their buck, even
though they probably did not want
the bigger size in the first place
● Use Embellished Descriptions.
Servers and restaurant workers can
upsell by describing the ingredients,
cooking process or presentation of a
dish as a means of enticing
customers and conving them to buy.
Food and Beverage Service
Attendant or waiter will not
actually ask a question. Instead,
they will simply launch into
descriptions to stimulate the guest’s
appetite.
Example: Suggest an appetizer by
explaining the ingredients and
preparation with vivid language.
For instance: “You will find our
appetizers especially intriguing,
including the broiled goat cheese
quesadillas which are sprinkled
with pepper and thyme, served
drink is ¾ empty,
suggest another drink. If a guest is
dining by themselves, offer wine by the
glass. If only
Mains have been ordered, suggest an
Entree, salad or appropriate side dishes.
 Speak clearly and in a friendly
manner, never be pushy
STANDARD OPERATING
PROCEDURE
 KNOW YOUR PRODUCTS –
price, maker of the product, origin
of the product and even a short
story behind the product. If
the product is a food item, know the
main ingredients and cooking
technique so you can be
descriptive when suggesting the
item. Know what are the Chef’s
specialties.
 PICK YOUR MARK-
know when the right time is to be
suggestive to a customer and
recognize a guest who wants
to be sold a product as opposed to
asking for one.
 DON’T BE PUSHY –
if at any stage of the sales pitch you
feel that the customer is reluctant
about your suggestion then it is
time for you to forget the pitch and
take the order.
 BE CREATIVE AT ALL
TIMES –
rather than just selling the product
and standard drink mixers.
Consider any extras which
appeal to your diner.
 USE PHRASES WITH
IMPACT –

E. Discussing new To remain competitive, the
concepts and restaurant industry, like any
practicing new other, must develop new ways
skills #2
to generate revenue. One of the
strategic ways to achieve this is
through "upselling."
In a restaurant, "upselling"
means subtly and deftly getting
a customer to buy more items or
something that costs more than
what they were planning to buy.
The primary objective is to raise
the average order value of each
customer.
Most of the onus of encouraging
diners to spend more money lies
on the wait staff's shoulders.
Although waiters accomplish
this simply by suggesting dishes
on the menu, this upselling
method is rather challenging to
implement. It takes a lot of
finesse to upsell without coming
off as aggressive or salesy.
piping hot.”
● Wine Pairing. Wine can provide
an excellent complement to a meal.
Therefore, wine pairing is also a
great way to up-sell to your
customers. However, satisfying the
customer’s palate with a well-
paired wine requires training,
experience, and extensive
knowledge of both the food and
wine menus. Taking the time to
learn about food and wine pairings
can greatly improve the customer’s
dining experience and make even
more sales for the restaurant.
Five Keys for Up-Selling Dessert
Items
1. Present dessert menus after lunch
or dinner. Bring out dessert menus
for each guests after cleaning
dinner plates. Seeing the
descriptions and ordering from a
menu may make the guests feel
more in control of their choices.
2. Use vivid descriptions. Describe
a few of the dessert specials using
vivid imagery to appeal to the
guests.
3. Bring out the dessert tray. Utilize
a dessert tray to show guests how
tasty the desserts look.
4. Offer low-calorie options. Do not
forget to offer low calorie dessert
options, which may sway diners
who are trying to watch their figure.
Also suggest coffee or tea.
5. Show off your desserts. When
someone does order a dessert item,
be sure servers or runners carry it at
table level. This way, other diners
can see and smell the dessert and
may be convinced to order one of
their own.
it is important to remember that
there is a certain way and certain
things that can be said to
persuade the customer into buying
the product that you are trying to
sell. ‘May I suggest?’, ‘Would you
care for?’, ‘I can recommend’,
‘Perhaps you would like to try?’
When servers think or feel this way
it’s because they just don’t get it.
Because here’s the thing. When
upselling is done right, it doesn’t
feel like a sales experience. The
best salespeople are satisfying a
need the customer has, not jamming
something down their throat. So we
as owners and managers have to
teach them the “art of upselling”
and why it’s so important to your
restaurant’s success.
Attacking servers’ attitudes
toward upselling
The best way to change the mindset
that upselling is a negative thing is
to address the attitude toward the
process and explain the nature of
our business. We are in the
hospitality business. Our goal is to
give each guest the best experience
possible. An experience is about the
food, the atmosphere and the
service. And they are all tied
together.
Teach your service staff that by
offering the ability for a guest to
upgrade their vodka martini from
Upselling has to be done with a
lot of tact to avoid coming
across as pushy. If implemented
properly, this strategy has the
potential to improve the overall
experience of guests and help
build stronger relationships with
those customers.
Upselling may seem like a lot of
extra work for the wait staff, but
it results in higher tips for them.
Upselling can also be used to
promote seasonal items on the
menu. The restaurant staff can
be instructed to upsell seasonal
dishes–which normally have
higher margins–to guests.
Imagine a restaurant where the
wait staff enthusiastically
encourages customers to save
room for a seasonal dessert
made with the season's first crop
of green apples. Most guests
would be too tempted to refuse
such a reasonable proposal.
The process of upselling
requires tact and training. It
should enhance the guest
experience, not ruin it.
rotgut well vodka to a premium
vodka makes the drink better.
You’ll actually improve the guest’s
experience. By suggesting to a
guest that they order your best item
on the menu, even though it may be
your most expensive entrée, will
almost guarantee they’ll love their
meal. And when they love their
meal, no matter what they paid for
it, they are satisfied customers.
Upselling makes you more money
Through the art of upselling you
can affect both your top-line sales
and bottom-line efficiencies.
The top line is twofold. First it can
have a direct impact on increasing
your sales. There are only three
ways you can increase sales:
1) Bring in new customers (the
most expensive form of marketing)
2) Get your customers to spend
more when they visit
3) Get your customers to visit more
often
When upselling is done correctly
you can easily increase what
customers spend each visit, all
while ensuring they have a great
experience and want to come back,
again and again. And when done
properly, upselling is a win for the
service staff too because they
ultimately improve their tip income.
The bottom-line effect comes from
selling the items that make your
restaurant more money and/or
reduce your food or beverage costs.
To do this you have to have
accurate recipe costing cards and do
a routine analysis of your menu
mix.
F. Developing Activity 2.
mastery (leads Directions: Complete the
to formative paragraph below by choosing
assessment)
the correct word. Underline the
your answer. All (1. costumers,
servers) should know the basics
of (2. up-selling, down-selling)
from offering top shelf liquor to
(3. describing, knowing) how to
give a mouthwatering
description of menu items. Up-
selling not only (4.decreases,
increases) restaurant sales, it
makes for bigger tips for
(5.costumers, servers), and it
shows customers that your staff
is knowledgeable as well as
friendly.
G. Finding Why do we need to up-sell a
practical product?
Activity 2. Activity 1.
.Give five (5) menus that can be
paired with wine and provide an Directions: Put a check (√) on the
blank if the statement is a way on
excellent complement.
1. how to train staff about up-selling.
2.
____ a. Provide rewards.
3.
4. ____b. Suggest unclear
5. descriptions.
The teacher will process the answer ____ c. Do not entertain questions
of the students. raised by the waiters.
____ d. Train in menu knowledge.
____ e. Do not allow the waiters to
test menu items.
____ f. Use colorful language when
describing dishes.
____ g. Practice with other waiters
to demonstrate how to offer more
items.
____ h. Provide opportunities for
servers to taste menu items.
What is the importance of up-
selling?
_____________________________
_____________________________
_____________________________
_
The teacher will process the answer
of the students
How can you apply the learnings How can you apply the learnings Activity
do you have in your daily living do you have in your daily living?
 applications of Performance
concepts and Objective:
skills in daily demonstrate upselling
living
strategies to the guest.

Upselling Strategies
to the guest.

Steps/Procedure:

1. Choose a partner.

2. One should act as a

guest and one a waiter/
waitress.

3. The waiter must

guide the guest to their
respective table.

4. The waiter must get

the orders and upsell/
suggest other item from
the menu.

5. The guest must order

items from menu
offered by the
waiter/waitress.

6. The waiter must

repeat the orders of the
guests.

H. Making What did you learn while doing What did you learn while doing What did you learn while doing What did you learn
generalizations your outputs? Why? while doing your
 and abstraction your outputs? Why? your outputs? Why? outputs? Why?
about the lesson
I. Evaluating -oral questioning -oral questioning -oral questioning -oral questioning
learning
J. Additional Assignment: Assignment: Assignment: Assignment:
activities for
application or
remediation.
V. REMARK Food and Beverage Services is taken only four hours a week with one hour per meeting from Monday to Thursday at 4:00-5:00 for
S Grade 11 Opal

VI.
REFLECT
ION
A. No. of learners
who earned
80% on the
formative
assessment
B. No. of learners
who require
additional
activities for
remediation
C. Did the
remedial
lessons work?
No. of learners
who have
caught up with
the lesson
D. No. of learners
who continue to
require
remediation
E. Which of my
teaching
strategies/work
well? Why did
these works?
F. What
difficulties did I
encounter
which my
 principal or
supervisor can
help me solve?
G. What
innovation or
localized
materials did I
use/discover
which I wish to
share with other
teachers?

PREPARED BY: ZENITH JOY R. TESORIO CHECKED BY: RODA B. PADILLA NOTED BY: CHRISTIAN N. AGUILAR
Subject Teacher HT-III TLE/TVL Department Principal-I