the former is a tangible product, while the latter is intangible. The tangible products of the former should be promoted through the services of the latter, which is also the characteristic that the production and sales of catering enterprises are closely linked. It can be said that all the business activities of catering enterprises are carried out around the promotion of food. The meals of catering service enterprises are promoted by waiters. Waiters' skills in entertaining guests are varied, such as setting tables, folding napkins, pouring wine, serving food, dividing dishes, replacing dining utensils, cleaning up, etc. These tasks are all "things", and in fact these tasks are also carried out around meals. Because no matter how well other work is done, as long as the food can't be sold, the economic benefits of catering enterprises are equal to zero. Therefore, it should be the most important job of service personnel to guide guests to consume and sell meals. Catering enterprises generally set production by sales, and the main marketing task of catering enterprises' meals undoubtedly falls on waiters. Guiding guests to consume and sell meals is by no means a day's work. Because the people the waiter wants to receive are too complicated, old and young, men and women; Dining purposes are different: either invite others, or come for leisure, or get together with relatives and friends, or enjoy the warmth with lovers, or spend a good night with the couple, or get together with colleagues, or celebrate some kind of celebration, such as marriage, old people's birthday, children's birthday, housewarming, promotion, etc. Customers' economic situation is also different: some require magnificent scenes, rich varieties of colors, quality and quantity; Some should be economical, simply eat enough, while others are gourmets with careful taste, etc. Some are informal, and some are strict in all aspects; There are also different requirements in taste, such as light mouth, heavy mouth, sour, sweet, bitter and spicy. What should the waiter do in the face of such a complicated crowd? In a word: "watch people eat dishes." The positive understanding of this sentence should be to give correct and appropriate guidance and promotion according to different consumption levels and consumers. This "watching people order dishes" is the most important and difficult skill for waiters to master. "Watching people eat dishes" can be divided into two aspects, one is "watching people" and the other is "eating dishes". "Dishes" should understand and master certain cooking knowledge, so as to introduce to guests and guide consumption; "Look at people" is the observation and adaptability of receiving guests. In contrast, "serving dishes" requires some cooking knowledge, while "looking at people" has to face all kinds of living people. The contrast between the two is obvious. The waiter is the most important person who has direct contact with the customers in the hotel. Through him or her, he or she can understand the customers' reactions to all aspects of the hotel and is the bridge between the hotel and the customers. Waiters should know and master some cooking knowledge, especially the ingredients, preparation methods and characteristics of famous local and local dishes. This is just like a shop assistant must be familiar with the relevant knowledge of the goods he deals in, so as to better introduce the goods to customers and be a good adviser to customers. A good shop assistant can sell more goods, bring better economic benefits to the store and satisfy customers. Good waiters can also sell more dishes, bring better economic benefits to enterprises and satisfy customers, which can be described as killing two birds with one stone. As a hotel waiter, it is not difficult to know and master some cooking knowledge, because you have to contact a lot of dishes every day. If you don't understand, you can learn from the chef in time. As long as you study hard, you will master it skillfully. At work, waiters should master all kinds of skills flexibly, be good at observing the situation of guests, develop a pair of discerning eyes, and classify guests naturally. When shopping guide and selling dishes, we should consider the actual situation of the guests, and we must not sell meals simply for economic benefits. This will not only improve economic benefits, but will be left out by the guests, which in itself is against professional ethics. We must consider how to do a better job of service and achieve customer satisfaction from the perspective of service. For example, for "scene-oriented" guests, it is necessary to meet the needs of the guests. The dining purpose of such guests is mainly to show style. Waiters can choose luxury private rooms or private rooms when introducing seats, and recommend high-grade and famous dishes. The dishes should pay attention to the collocation of "color and shape", and the serving speed should be moderate, not too fast. When necessary, special dishes can be recommended to show their luxury style. "Full-bodied" guests value quantity, and waiters can recommend low-grade and middle-grade dishes, and serve them quickly. There is also a type of guests who don't know how to eat or can't eat. Such guests need a waiter to make a comprehensive introduction to the dishes and guide them to order according to the actual situation. It is the "gourmet" guests who know how to eat, can eat and can eat dishes. This kind of guests are unusual, they are particularly picky and difficult to serve, but their existence is of great benefit to the improvement of the quality of food and service in the hotel. Therefore, we should pay special attention to this kind of guests, waiters and chefs, and must not deal with things. We should ask for opinions seriously and humbly every time, make friends with them when necessary, and hire them as consultants for the hotel to make suggestions for the development of the hotel. It seems not difficult to give correct and appropriate guidance and consumption according to different consumption levels and consumers, but it is not easy to apply it in practical work, especially for novices.