The sales mix is an evaluation of the sales pattern of major catering menu items. Item sales are recorded over an established period and evaluated on the basis of two major factors: popularity and contribution to sales. In Figure 6.10, the sales of appetizer, entrée, and dessert items for a hotel catering department are recorded. At the end of the period, sales for each item are totaled and the percentage of sales that each item represents calculated. The item is then ranked according to total sales in order to rate its popularity. The final step in the sales-mix process is to calculate the contribution to profit for each item. Decisions are then made about which items will remain on the catering menu item list and which will be deleted.