COMPETENCY BASED LEARNING MATERIAS

Sector : TOURISM

Qualification Title : FOOD AND BEVERAGES NC II

Promoting
UnitFood and
of Competency : PROMOTE FOOD AND SERVICES
Beverages
Products PRODUCTS

Module Title : PROMOTING FOOD AND BEVERAGES

PRODUCTS

Pangasinan Technological Institute

San Isidro Norte Binmaley Pangasinan

HOW TO USE THIS COMPETENCY – BASED LEARNING MATERIAL

Welcome to the module in FOOD AND BEVERAGE SERVICES NCII

QUALIFICATION. This module contains training materials and activities for
you to complete.
The unit of competency “PROMOTE FOOD & BEVERAGE
PRODUCTS” contains knowledge, skills and attitude required for
TRAINEES.
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
are Information Sheet, Self-Checks, Task Sheets and Job Sheets. Then
follow these activities on your own. If you have questions, don’t hesitate to
ask your facilitator for assistance.

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 The goal of this course is the development of practical skills in
supervising work-based training. Tools in planning, monitoring and
evaluation of work-based training shall be prepared during the workshop to
support in the implementation of the training program.
This module is prepared to help you achieve the required competency,
in “FOOD AND BEVERAGE SERVICE NCII”.
This will be the source of information for you to acquire knowledge
and skills in this particular competency independently and at your own
pace, with minimum supervision or help from your facilitator.

In this module, you are required to go through a series of learning

activities in order to complete each learning outcome. In each learning
outcome are Information Sheets, Self-Checks, Operation Sheets and
Task/Job Sheets. Follow and perform the activities on your own. If you
have questions, do not hesitate to ask for assistance from you facilitator.

Remember to:
 Work through all the information and complete the activities in each
section.
 Read information sheets and complete the self-check. Answer keys are
included in this package to allow immediate feedback. Answering the
self-check will help you acquire the knowledge content of this
competency.
 Perform the task sheets and job sheets until you are confident that
your output conforms to the performance criteria checklist that
follows the sheets.
 Submit outputs of the task sheets and job sheets to your facilitator for
evaluation and recording in the Accomplishment Chart. Outputs shall
serve as your portfolio during the institutional competency evaluation.

A certificate of achievement will be awarded to you after passing the

evaluation. You must pass the institutional competency evaluation for this
competency before moving to another competency.

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 FOOD AND BEVERAGES NC II
COMPETENCY-BASED LEARNING MATERIALS

List of Competencies

No. Unit of Competency Module Title Code

1 Prepare the Dining Preparing the dining TRS512387

Room/Restaurant Area for room/restaurant area
Service for service

2 Welcome guests and take Welcoming guests and TRS512388

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 food and beverage orders take food and beverage
orders

3 Promote food and Promoting food and TRS512389

beverages products beverages products

4 Provide food and beverage Providing food and TRS512390

services to guests beverage services to
guests

5 Provide room service Providing room service TRS512391

6 Receive and handle guests Receiving and handle TRS512392

concerns guests concerns

MODULE CONTENT

UNIT OF COMPETENCY : PROMOTE FOOD AND SERVICES PRODUCT

MODULE TITLE : PROMOTING FOOD AND BEVERAGES PRODUCT

MODULE DESCRIPTOR : This unit deals with the knowledge and skills
required in providing advice to customers on food
and beverage products in foodservice enterprises.

NOMINAL DURATION : 54 hours

At the end of this module you MUST be able to:
LO1 Know the product
LO2 Undertake Suggestive Selling
LO3 Carry out upselling strategies

ASSESSMENT CRITERIA:

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 LO1: KNOW THE PRODUCT
1.1 Names and pronunciations of dishes in the menu are mastered.
1.2 Ingredients of dishes are memorized.
1.3 Sauces and accompaniments are known by heart.
1.4 Descriptions and of every item in the menu are studied.
1.5 Common food allergens are mastered to prevent serious health
consequences.
LO2: UNDERTAKE SUGGESTIVE SELLING
2.1 Information about the food items are provided in clear explanations
and descriptions.
2.2 Items on specials or promos are offered to assist guests with food
and beverage selections.
2.3 Name of specific menu items are suggested to guests rather than just
mentioning the general categories in the menu to help them make
the choice and know what they want.
2.4 Standard food and beverage pairings are recommended.
2.5 Several choices are given to provide more options to guests
2.6 Descriptive words are used while explaining the dishes to make it
more tempting and appetizing.
2.7 Suggestive selling is carried out discreetly so as not to be too pushy or
too aggressive.
LO3: CARRY OUT UPSELLING STRATEGIES
3.1 Slow moving but highly profitable items are suggested to increase guest
check.
3.2 Second servings of items ordered are offered.
3.3 Food portion or size is mentioned for possible adjustments with the
orders.
3.4 New items are recommended to regular guests to encourage them to try
other items in the menu.
Prerequisite Basic and Common Competencies

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LO3: CARRY OUT UPSELLING STRATEGIES
CONTENTS:
1. Upselling strategies
2. Offer second serving items with food portion and sizes.

Assessment Criteria:
3.1 Slow moving but highly profitable items are suggested to increase guest
check.
3.2 Second servings of items ordered are offered.
3.3 Food portion or size is mentioned for possible adjustments with the
orders.
3.4 New items are recommended to regular guests to encourage them to try
other items in the menu.
Conditions
The participants will have access to:
1. WORKPLACE LOCATION
Lecture area, workstation area

-
2. EQUIPMENT, TOOLS & MATERIAL
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 Projector, projector screen

-
3. Tools, accessories and supplies
Book, ballpen, paper, menu book

4. Traning resources
Whiteboard, whiteboard marker
-
Assessment Method:
1. Interview (oral/ questionnaire
2. Demonstration of Practical Skills
3. Written examination

Learning Experiences

Learning Outcome No. 3

CARRY OUT UPSELLING STRATEGIES

Learning Activities Special Instructions

Read Information Sheet 3.1-1 on If you have some problem on the
Upselling strategies content of the information sheet
don’t hesitate to approach your
facilitator.
If you feel that you are now
knowledgeable on the content of the
information sheet, you can now
answer Self-Check provided in this
module.
Answer Self Check 3.1-1 on Upselling Compare your answer to the
strategies Answer Key 3.1-1 on Upselling
strategies
. If you got 100% correct answer in
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 the Self -Check you can now move
on to the Task Sheet 3.1-1 on
Upselling strategies
.
Perform Task Sheet 3.1-1 On Trainer evaluates the performance
Upselling strategies using

Read Information Sheet 3.1-2 on If you have some problem on the

Offer second serving items with food content of the information sheet
portion and sizes. don’t hesitate to approach your
facilitator.
If you feel that you are now
knowledgeable on the content of the
information sheet, you can now
answer Self-Check provided in this
module.
Answer Self Check 3.1-2 on Offer Compare your answer to the
second serving items with food Answer Key 3.1-2 on Offer second
portion and sizes. serving items with food portion and
sizes.

. If you got 100% correct answer in

the Self -Check you can now move
on to the Task Sheet 3.1-2 on Offer
second serving items with food
portion and sizes.

Perform Task Sheet 3.1-2 On Offer Trainer evaluates the performance

second serving items with food using performance criteria checklist
portion and sizes. 3.1-2 and makes recommendations

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 Information Sheet 3.1-1
Upselling strategies
Learning Objectives:
After reading this INFORMATION SHEET, YOU MUST be able to:
1. identify slow moving items in the menu,
2. demonstrate upselling strategies to the guest and,
3. practice how to promote items to the guest.

INTRODUCTION:
Upselling is a sales technique where a seller invites the customer to
purchase more expensive items, upgrades, or other add-ons to generate
more revenue.

Having the visibility to identify slow-moving inventory is equally

important because it helps avoid spoilage, waste and unnecessary costs.
Limiting quantitate of seldom-used ingredients also frees up space to store

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larger quantities of ingredients you regularly use to prepare your most
revenue-generating items.

How to identify slow-moving item?

1. Average days to sell the inventory
The time that a retailer takes to buy inventory and turn it into a sale is
known as the average days to sell the inventory. This metric is important for
every retailer to understand which products are fast-moving, and which are
slow-moving.
` A product that has a lower number of average days to sell the inventory is
a fast-moving item, whereas, a product that has a high number of average
days is a slow-moving item.
2. Holding costs
The costs incurred for storing and maintaining an inventory are known as
holding costs. These include real estate costs such as rents and bills,
storage costs, insurance premiums, maintenance charges, staffing and
equipment costs, and the like. For instance, a forklift truck used to move the
stock in a warehouse is a holding cost.
These costs seem to be negligible at first, and thus, are overlooked
often. However, these costs could have a negative impact on a retail
business in the long run. 
3. Inventory Turnover
The number of times an inventory is sold and replaced in a fixed time period
is known as the inventory turnover. Evaluating inventory turnover helps
retailers in understanding the rate at which a product gets sold out.
A high inventory turnover rate indicates that the product is sold out
as quickly as it is acquired. On the contrary, a low turnover rate indicates
that the particular product is much slower to move off the shelves.

Suggesting/Upselling items strategies to the guest

Upselling in restaurants is an important and effective way to increase
profits within your restaurant business. However, you don’t want to
potentially lose a customer by annoying them with continuous attempts to
upsell and that’s where the importance of trained waitstaff comes into play.
1. Suggest highest profitable items

When taking the customer’s order, servers can

suggest items with the highest profit
margins instead of items that make less of a
profit. For example, if a customer is deciding on
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which wine to purchase, the server can suggest the wine with a high profit
margin and give a short description of why it’s a good wine to purchase.
You would never say that you are suggesting this wine because of the
profit margins, as this would be a turn-off for customers. Always have
a good description of the flavour or enjoyment that the customer would get
from purchasing your suggested menu item.

2. Offer Extras
When a customer orders a specific menu item, the server can offer a
variety of extras that could accompany the meal that the customer has
asked for. Offering extras to customers is a good way to increase the cost of
the meal that the customer wishes to purchase.
For example, with pasta dishes the server can suggest to
addition of shrimp in the pasta or garlic bread on the side, with
meals that come with fries the server can suggest adding gravy
or making it into a poutine and with salad orders the server can
suggest the addition of chicken to the salad.
When extras are suggested, the customer is more likely to order
them thereby increasing the amount that the customer is paying
for their meal. This is a simple way that servers can help to upsell without
sounding too annoying to the customer.

3. Offer Specific Items

When the server uses generalities, like simply asking if the customer wants
drinks or dessert, it is easier for the customer to refuse,
therefore losing the restaurant the increased profits that come
from upselling.
It is more effective if the server suggests specific items when
recommends courses that the customer has not already
ordered. For example, when asking if the customer would like a drink order,
the server should suggest a specific drink that they think the customer
would like.
s
5. Know What Items to Upsell at What Times
When your servers are taking the regular customers’ orders, they need
to be aware of the right items to suggest and the right times to do so.
Suggesting a new type of dessert when a customer first sits down will not be
effective because customers are not likely to want to eat dessert before their
meal.

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 Training your servers on what items upsell best at what times means
that you are more likely to be able to capture the potential for extra
profits that upselling presents. When a customer first sits down, this is the
time to offer them a drink from the bar or an appetizer. After they finish
eating, but before you bring the check, offer them dessert and tea or coffee.
Ensure that your servers know which are the newly added to the
menu items sell in each of these areas so that they can suggest items that
will be more likely to be accepted by the customer. For example, at a high
class dinner restaurant offer to bring a new type of wine to the table when
the regular customer’s first sit down.
Since they haven’t had a chance to look at the menu yet, they will be
more open to the wine choice that you suggest and you can upsell a highly
profitable bottle. Plus, customers often like to have a drink while they are
looking at the menu, so when they first sit down is the perfect time to offer
them wine with a better likelihood that they will accept.

How to Employ Restaurant Upselling to Garner More Sales

‘Would you like fries with that?’ This simple line has made millions of dollars
for McDonald’s, and in its essence, is what upselling in restaurants is all
about: simple, effective, casual.
Let us break this line into the three elements- Would you like fries with
that?
It’s a simple question, right? Burger and fries go together, of course, no big
deal. Even if someone hadn’t planned on buying the chips, now the thought
has been sowed into their head and most probably instilled an impulsive
craving for them. Effective. And just a casual, throwaway line. Not pushy.

Trained Staff for Restaurant Upselling

Make sure all your servers know how vital restaurant upselling is and
how to do it. Routinely go over the new information with them and ensure
that they see the menu entirely, including the original items, and the details
of all the things. Be sure your servers know which topics they should focus
on. For example, you might have a new dessert menu that you want to
push, or you might want to focus on selling pricier drinks .
Build Rapport First 
If customers do not seem sure about what they are going to order, you are
more likely to be able to upsell. Are they taking a long time to look at the
menu or asking a lot of questions? Sometimes customers might have a lot of
questions before they decide to check out dessert or get a more expensive
entree. Be patient and answer every question they might have! Your
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excellent service will pay off. Patience is the key to maintain and nurture the
best relations with customers.
Read the Customer
Upselling should always be approached with intuition. Train your wait staff
to pay close attention to customer cues. For example, if a table of customers
seem to be enjoying leisurely chatter and aren’t in a rush to leave, suggest
coffee and a dessert special. It’s an easy opportunity to promote your dessert
menu without being pushy about it.
Takeout options can be a great upselling technique. Maybe your customers
are too full to eat dessert right now, but they can order it and bring it home
for later.
 Upsell High-Profit Items
A typical restaurant upselling technique is to offer more expensive items
than the ones the customer initially ordered. This tactic is most effective
when it is not apparent. To push up the bill, servers should know the profit
margins and prices of each item on the menu. For example, if a customer
asks for a particular dessert, and you have another dessert of the same
price but a higher profit margin, your server should suggest it to the
customers.
Menu Upselling
If you have a well-designed menu, half your task of upselling is already
done. The restaurant menu should be designed in such a way that your
high-profit items are positioned clearly, and catch the customers’ eye. For
example, most customers usually read the menu from the top right corner.
It is a good idea to place your high selling and high-profit-margin items
there. Menu descriptions also play an essential role in upselling food items.
Your menu descriptions should be clear, short, and be able to evoke
temptations in the customers to order that particular item. Read how you
can utilize customer psychology in creating a menu design to upsell your
food. 

Characteristic of perfect waiter for effective suggestive selling

Proper attitude, work clothes and self-confidence will influence
customers and encourage them to order what they were recommended. Wait
staff attitude must show that they care about what customers need and not
about selling them something they did not wish to buy!
The success of suggestive selling in a restaurant depends on waiter’s skills
and knowledge of the guests and restaurant menu. A good suggestive selling
in restaurant would be achieved if waiter has characteristics such as:
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Enthusiasm about making a sale
Enthusiasm is very important but how to achieve that your waiter or
bartender has it. Be sure that your waiters are motivated to increase sales
volume of your restaurant. They are usually motivated with potential bigger
tips, but you as a restaurant manager should also motivate them with
money or status.
Personal belief in the quality of recommended dish or drink
He or she must believe that the main meal. dessert or drink is exactly as it
is presented. Let your waiters to try all dishes in the kitchen. This would
help them to make a mouthwatering description of dishes and make them
believe in the quality of recommended food. And if he do not like some dish,
persuade him to try to imagine that he enjoy in the taste. Make themselves
believe that customer will enjoy that dish. In this way waiter would sound
more confidential to restaurant guests.
Handle with care
Customers must feel that the wait staff cares about their needs and
works in their interest. People like to buy and not to be sold to! They need to
have ability to understand the needs of customers. This means to recognize
customer’s preferences and other factors such as how much time they have
for a meal and how much money they can spend on dinner or lunch.
Teach waiters to deal with different states of mood
This is very useful skill for sale and for all aspects of living. If your waiter
feel tired or lack of positive energy he need to try to change the mood into
positive before he stands in front of the guests table. It is not always
possible to do that, sometimes is even contra-productive , but thinking
about alternative viewpoints already change the state of mind. Sales skills –
are partly inherent, but can also be acquired through experience and
training.
Calculate and Create smart offer
You need to have clear goal and benchmark to measure your profit.
Maybe you will make a big response if you make „free“ or „half price“ offer,
but could your restaurant afford it?
Calculate the profitability of your offer. Most expensive items from
restaurant menu are not necessarily the ones that bring in the highest
profits. When you making plan for suggestion selling focus on those dishes
which are profit drivers.
Even no profit special offer is acceptable if it could bring new
customers or make some regular once.

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 Special offer should be always part of your advertising. That is one of
the main reason why people buy something.  You should use it
for restaurant promotion.
Would you like to serve you fries with it? Today is 50% off?
You’d be very surprised when you see the results of increased profits only
with suggestive offering of fries with a meal with or without discounts. This
could make a big positive changes in your final bottom line.
What you should avoid during suggestive selling in restaurant
Never suggest something to children. I really hate when waiter suggest
to my son what he should eat, especially when suggesting fried food and I
spent years to persuade my child to eat food like fish and vegetables. This
could make parents angry – and we don’t want that right?
It’s very important that your wait staff never suggest too much items
from the menu. If waiter suggest wine, he should not suggest main meal.
Think about a dessert. If your customers likes wine, maybe he should
recommend dessert too. Waiter must develop a sense when should stop, and
when jump in and stay unobtrusive.
Never suggest something to customer who knows exactly what he
want and who finished his order with words „ „That would be all „ or „That’s
it“ or „Thank you“!
Never recommend leftovers, something you would not eat yourself!  I
think that something what you would not eat yourself should not be at
restaurant menu at all , but  if there is something like that on menu, never
recommend it. Do that only if you want to lose your customer immediately.
Never describe the food or drink as something that is not. This can
lead to great customer’s disappointments. Always describe menu items as it
is.
Possible customers reactions are different if do not receive what they were
promised, they will be dissatisfied and react in the following ways:
they will not comment but they will also not come back;
they will not comment, but the next time they come, they will not listen to
suggestions; instead, they will order as they wish regardless of the efforts on
the part of the wait staff;
they will return the recommended meal or drink. It can really be very
awkward.

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 If your wait staff follow these guidelines there is nothing to loose and
so much to get from suggestive selling. This means bigger tips for your
waiters and bartenders and higher sales, better service and more business
for your restaurant! And point out to your waiters.
You will always want to recommend menu items that have the best
profit margins so that you are increasing your profits to the maximum
potential. This means knowing which items you sell and suggest to the
regular guest will have the best profit margins and letting them try new
menu items and dishes at the same time.

Recommending new items

When the regular customer has a new option recommended to
them, they are more likely to accept it. With desserts, the server should
suggest a dessert on the menu and, if possible, show the customer a picture
of the item in the menu.
By suggesting a new item and showing the customer a picture of it,
you are enticing the customer more into purchasing it. By offering specific
and new items, the customer does not have to think about what they want
and will be more likely to order what has been suggested to them.

Be Enthusiastic About new Items You Are recommending

Never underestimate the power of an enthusiastic server in upselling
at your restaurant. If the server sounds bored or uninterested with the items
they are suggesting, the customer will get a bad impression and will be less
likely to order those items.
In addition, it could leave a bad impression overall, with the customer
feeling like the waiter does not really enjoy the food that they are serving or
suggesting. Having an enthusiastic waitstaff is an important component to
effective upselling in your restaurant.
Servers who are enthusiastic about the menu
items, and seem genuinely happy and excited about
how they taste, will be able to get the customer more
excited to try the items they are suggesting. Servers who
love the food they are serving create customers who love
to try their suggestions.
When your servers are suggesting items to the
customers, have them describe how good the food is as if they ate it earlier
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in the day. Impressing on customers that the servers have tried all of the
food will make customers more readily trust the suggestions and be more
likely to purchase them.

You will often encounter a customer who has either never been to
your establishment, or really is unsure of what they would like to eat that
day. Your job, as the server, is make it easier for them to make such a
choice.

You will need to determine if they are looking for a "lighter" meal, in
which case you can suggest a soup, or salad and sandwich. Perhaps your
customer will ask about a dish and what makes it special. By knowing
exactly how it is prepared, and perhaps something specific about it that
makes it unusual, you will often intrigue your guests and they will order
based on your suggestion. For a dinner guest who simply cannot make up
his or her mind, select two or three of your most often-ordered entrées and
suggest those. Typically, narrowing the choice down from an entire menu
selection to only two or three is enough to simplify the process for your
guests.

By combining tact with good salesmanship, you will be able to help

your guest feel you are being helpful, rather than pushy and trying to pad
the bill for your own benefit. It never pays off to always suggest the most
expensive item on the menu. We will discuss more about this later.

When your table orders something that will take some time to prepare,
it is very appropriate to offer an appetizer or soup, so that they are not left
waiting for a long time before their food is ready. In this way, you have made
the offer, and they have accepted it and ordered additional food, something
they likely will not have done on their own. By making suggestions, you are
ensuring your guests are comfortable and are having all their needs met.

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 SELF CHECK 3.3-1
ENUMERATE: Enumerate the following
I. How to identify slow moving items
1.
2.
3.
II. Suggesting/upselling stragies
1.
2.
3.
III. Characteristic of perfect waiter for effective suggestive selling
1.
2.
3.

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 ANSWER KEY 3.3-1
ENUMERATE: Enumerate the following
I. How to identify slow moving items
1. Average days to sell the inventory
2. Holding Cost
3. Inventory turnover
II. Suggesting/upselling stragies
1. suggest highest profitable items
2. offer extras
3.offer specific items
III. Characteristic of perfect waiter for effective suggestive selling
1. Enthusiasm about making a sale
2. Handle with care
3. Calculate and Create smart offer

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 TASK SHEET 3.3-1

Title: Upselling Strategies to the guest

Performance Objective: demonstrate upselling strategies to the

guest

Supplies/Materials : pen, paper, menu book,

Equipment : table, chairs,

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.

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 Assessment Method:

Performance Criteria Checklist 3.3-1

CRITERIA
YES NO
Did you….
1. Guide the guest to their respective table?
2. Take orders from the guest?

3. Upsell Menu items to the guest?

4. Repeat the orders of the guest?

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 Information Sheet 3.3.2
Offer second serving items with food portion and sizes.

Learning Objectives:
After reading this INFORMATION SHEET, YOU MUST be able to:
1. explain, what is the importance of offering second serving to the
guest,
2. demonstrate how to offer second serving to the guest.
3. practice how to offer second serving.

INTRODUCTION:

Offering second serving to the

guest ensures income and satisfactory
for the guest, it is also a upselling
technique used by the waiter and
waitresses to make the guest increase
the number of their order bringing
more profit to a restaurant or any
establishment.
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 As for making a suggestion about second serving and other parts of
the meal, always try to suggest a salad or vegetable plate for added
nutritional value. When your table has had a very heavy meal and asks for a
suggestion for dessert, it makes more sense to suggest a lighter dessert,
rather than your 65-layer chocolate cake.

You can also influence your guest who has simply ordered water to
drink, by taking their lunch order and then asking whether they would like
milk, tea, or soda to drink. This way you will offer your guest an additional
choice, and they will frequently take you up on the offer.

Special offer should be always part of your advertising. That is one of

the main reason why people buy something.  You should use it
for restaurant promotion.
Would you like to serve you fries with it? Today is 50% off?
You’d be very surprised when you see the results of increased profits only
with suggestive offering of fries with a meal with or without discounts. This
could make a big positive changes in your final bottom line.
What you should avoid during suggestive selling in restaurant
Never suggest something to children. I really hate when waiter suggest to my
son what he should eat, especially when suggesting fried food and I spent
years to persuade my child to eat food like fish and vegetables. This could
make parents angry – and we don’t want that right?
Its very important that your wait staff never suggest too much items from
the menu. If waiter suggest wine, he should not suggest main meal. Think
about a dessert. If your customers likes wine, maybe he should recommend
dessert too. Waiter must develop a sense when should stop, and when jump
in and stay unobtrusive.
Never suggest something to customer who knows exactly what he want and
who finished his order with words „ „That would be all „ or „That’s it“ or
„Thank you“!
Never recommend leftovers, something you would not eat yourself!  I
think that something what you would not eat yourself should not be at
restaurant menu at all , but  if there is something like that on menu, never
recommend it. Do that only if you want to lose your customer immediately.
Possible customers reactions are different if do not receive what they
were promised, they will be dissatisfied and react in the following ways:
they will not comment but they will also not come back;
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 they will not comment, but the next time they come, they will not
listen to suggestions; instead, they will order as they wish regardless of the
efforts on the part of the wait staff;
they will return the recommended meal or drink. It can really be very
awkward.
If your wait staff follow these guidelines there is nothing to loose and
so much to get from suggestive selling. This means bigger tips for your
waiters and bartenders and higher sales, better service and more business
for your restaurant! And point out to your waiters.
A key part of healthful eating means choosing appropriate amounts of
different foods. When it comes to deciding how much to eat, the terms
serving size and portion size are often used interchangeably. However, they
don't mean the same thing.

Serving and portion size

Serving size is a standardized amount of food. It may be used to

quantify recommended amounts, or represent quantities that people
typically consume on a Nutrition Facts label.

Portion size is the amount of

a food you choose to eat — which
may be more or less than a serving.

For example, the Nutrition Facts

label may indicate ½ cup cereal for
one serving but if you eat ¾ cup,
that is your portion size.

Estimating Portion Sizes

Measuring cups and spoons are great tools for making sure your
portion is the same as the serving size, however, these tools aren't always

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 available when you're getting ready to eat. Another way to estimate your
portion is by comparing it to something else.

Who Determines Portion Size in the Restaurant Setting?

The majority of survey respondents (69%) identified the executive chef

as being responsible for establishing the portion sizes served in their
restaurants. In addition, many respondents also identified the restaurant
owner/manager (22%) and corporate‐level individuals (18%) as playing a role
in portion size determination. Few respondents cited the kitchen manager
(7%) or line chef/cook (6%) as responsible for establishing portion sizes.

Portion Control
Brush Up on Your Food-Label Smarts

“Portion control is limiting what you eat,” says Mary M. Flynn, RD, PhD,
chief research dietitian and assistant professor of medicine at the Miriam
Hospital and Brown University in Providence, R.I. “It is being aware of how
much food you are actually eating and what calories are in that serving.”

Portion Control and Diet: 10 Easy Tips for Smaller Servings

The good news is that with a little practice, portion control is easy to do and
can help people be successful in reaching and then maintaining a proper
weight.

Here are 9 simple ways to keep your portions a healthy size:

1. Measure accurately. For foods and beverages, use gadgets like a

measuring cup, tablespoon, teaspoon, or food scale.

2. Learn how to estimate serving sizes. “‘Ballpark’ food portion sizes by

estimating serving sizes in comparison to known objects,” says Rose Clifford,
RD, clinical dietitian in the department of pharmacy services at the
Washington Hospital Center in Washington, DC. “For example, three ounces
of cooked meat, fish, or poultry is about the size of a deck of cards.” Other
easy measurements to eyeball include:

 ½ cup is the size of an ice cream scoop

 1 cup is the size of a tennis ball
 1 ounce of cheese is the size of a domino
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3. Use portion control dishware. Pick out smaller plates, bowls, cups, and
glassware in your kitchen and measure what they hold. You might find that
a bowl you thought held 8 ounces of soup actually holds 16, meaning you’ve
been eating twice what you planned.

4. Dish out your servings separately. Serve food from the stove onto plates
rather than family-style at the table, which encourages seconds.

5. Make your own single-serving packs. “Re-portion bulk quantities of

favorite foods such as pasta, rice, and cereal into individual portions in
zipper bags so that when you’re in the mood for some food you’ll instantly
see the number of portions you’re preparing,” says Jennifer Nasser, RD,
PhD, assistant professor in the department of biology at Drexel University in
Philadelphia.

6. Add the milk before the coffee. When possible, put your (fat-free) milk
into the cup before adding the hot beverage to better gauge the amount
used.

7. Measure oil carefully. This is especially important because oil (even the

healthful kinds like olive and safflower) have so many calories; don’t pour it
directly into your cooking pan or over food.

8. Control portions when eating out. Eat half or share the meal with a

friend. If eating a salad, ask for dressing on the side. Dip your fork into the
dressing and then into the salad.

9. Add vegetables. Eat a cup of low-calorie vegetable soup prior to eating a

meal, or add vegetables to casseroles and sandwiches to add volume without
a lot of calories.

Portion Control and its Importance

Portion control is important because it allows you to have a tight
handle on how many calories you are presumably consuming. This way, you
eat what your body needs, instead of mindlessly overindulging.
Mentioning portion and sizes to the guest is important for them to
know how the item they order looks like in terms of portion and sizes, also
to avoid misunderstanding about the item portion and sizes later on.

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 SELF CHECK 3.3-2
ENUMERATION: enumerate the following;

9 simple ways to keep your portions a healthy size:

1.
2.
3.
4.
5.
6.
7.
8.
9.

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 ANSWER KEY 3.3-2

9 simple ways to keep your portions a healthy size:

1. Measure accurately
2. Learn how to estimate serving sizes. 
3. Use portion control dishware
4. Dish out your servings separately
5. Make your own single-serving packs
6. Add the milk before the coffee
7. Measure oil carefully. 
8. Control portions when eating out
9. Add vegetables

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 TASK SHEET 3.3-2

Title: Offering second serving to the guest

Performance Objective: demonstrate how to offer second serving

to the guest.

Supplies/Materials : pen, paper, menu book,

Equipment : table, chairs,

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 waiter must suggest items from the menu for their second
serving of order, the waiter must convince the guest to order
second serving.
6. The guest must order items from menu offered by the

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 waiter/waitress.
7. The waiter must repeat the orders of the guest.

Assessment Method:

Performance Criteria Checklist 3.3-2

CRITERIA
YES NO
Did you….
1. Guide the guest to their respective table?
2. Take orders from the guest?

3. Upsell Menu items to the guest?

4. Repeat the orders of the guest?

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REFERENCE:
1. https://www.forketers.com/tips-upselling-restaurants/
2. https://www.posist.com/restaurant-times/restro-gyaan/increase-restaurant-revenues-
simply-following-restaurant-upselling-techniques.html
3. https://www.posist.com/restaurant-times/restro-gyaan/increase-restaurant-revenues-
simply-following-restaurant-upselling-techniques.html
4. designhill.com/design-blog/11-highly-effective-marketing-strategies-food-beverage-
business

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